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Fall Down 77 times, Stand Up 78
Adore or detest his politics, it doesn’t really matter for the point of this story. Ross Perot’s biography includes an incredibly inspiring sales story. According to Sam Wyle, Perot quickly became a top employee at IBM. In fact, one year he fulfilled his annual sales quota in a mere two weeks. Yet, when he tried to pitch his ideas to supervisors, he was largely ignored. This led him to leave IBM in 1962 to found Electronic Data Systems (EDS). To get the business going, he attempted to sell the products to large corporations for his data processing services. “Perot was refused seventy-seven times before he was given his first contract.”
Sometimes it’s tough for agents to stay “in the game”. Prospecting gets tough when you are hearing a lot of “no’s”. Here’s a change of perspective for you: Stop worrying about the yes’s and no’s. Focus on building the relationships. Connect with the people. When you do? The yes answers will take care of themselves. Make it a great week!
Something to Think About
Never give up! You may have been turned down by ten prospects in one day, but that eleventh phone call could be the one that helps you score your biggest deal of the quarter. In sales, the ability to develop a thick skin and pick yourself up after losses or disappointments is critical. Hit the phones.
Weekly Activity
Show your stamina this week! Contact at least twenty past clients to make a connection and see if there is any way you can help them!
Words of Wisdom
It's not that I'm so smart, it's just that I stay with problems longer. - Albert Einstein
Many of life's failures are people who did not realize how close they were to success when they gave up. - Thomas Edison
Failure is only the opportunity to begin again, this time more intelligently. - Henry Ford
A failure is not always a mistake. It may simply be the best one can do under the circumstances. The real mistake is to stop trying. - B.F. Skinner
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