Persistence conquers resistance
As we take this first step together, I’d like to share with you the very first rule of closing –Persistence conquers resistance.
For an early age, children learn that if they persist and keep asking, they can and will overcome the resistance of parents. They learn that ‘no’ doesn’t really mean ‘NO ’it simply means that they haven’t convinced Mum and Dad enough yet. So they continue to put forward their case, they persist in asking until they get whatever it is they want.
This same principle applies in selling. If a pro-clo believes that his product or service will be beneficial to his customer then he will persist until his customer is also convinced. Very often a customer will say no, but a pro-clo doesn’t give up.Even when the going gets really tough, he will continue because he knows that eventually persistence will always conquer resistance and in the end both the pro-clo and the customer will benefit.
This profession called selling can be the best-paid, hardest job in the world or the worst-paid, easiest job in the world. The rewards are down to an individual’s ability and effort, and only the strongest survive. The profession of selling, of closing sales, has made more millionaires than any other. A pro-clo can make more money than the company chairman who runs the company, or more money than the prime minister who runs the country, simply because in the profession of selling there is no ceiling on what you can earn. What’s more, apart form achieving financial security, once you have proven yourself, once you become a pro-clo, you can benefit from working what I call Martini time- any time, any place, anywhere and for anyone, because your skills will always be in demand.
Professional closers have attributes such as enthusiasm, confidence, a positive mental attitude, and an appetite for success. Above all, they have continuity and persistence.
Calvin Coolidge wrote:
Nothing in the world can take the place of persistence. Talent will not – nothing is more common than unsuccessful men with taient. Genius will not unrewarded genius is almost a proverb. Education will not – the world is full of educated failures. Persistence and determination alone are omnipotent.
Remember, the brightest lights are always the first to fade. Don’t be a one-day wonder. Be consistent by being persistent.