Saturday June 16, 2007
FAILS IN SALES AND WHAT TO DO ABOUT IT
Stanton Royce, MBA
The book "The Best Sellers" says best selling authors, such
as Jack Canfield, all have one thing in common that accounts for their
achievements: indefatigable persistence. Empirical research proves this
anecdotal observation is indeed critical for top achievement
in all professions. Extreme Achievers®
persist in the face of rejection and failure. But they must not merely persist
over the long-term. They must act again quickly regardless of whether they get a
"No" or "Yes" in order to achieve the most by compounding the benefits of each
Most of us are used to thinking of persistence in the macro or broad,
long-range, big-picture perspective. We think of it in terms of persisting over
months and years and decades. But empirical research also proved
seldom continue on for years and decades (macro-persistence) unless
they embody and exhibit the behaviors characteristic of micro-persistence.
Micro-persistence is the moment-by-moment application of our attention and
energy to achieve a desired outcome. As an expert in
achievement, I've analyzed the performance of thousands of salespeople. In fact,
there is now an automated-scoring ten-minute test on
the Internet (www.extremeachievers.com)
that measures, among other things, a person's persistence characteristics.
However, a trained eye can estimate who will soon quit, who will stick around
and who will become the next sales-superstar. You do this by looking for the signs of
For example, as a consultant a company sent me a video of different salespeople
calling prospects to set appointments for sales presentations. Each sales person
had a list containing an equal number of prospects who had requested information
about their products. In the video one salesperson sat at the phone, placed the
list of prospects in front of her and dialed the phone. After getting a "No,"
she made a note about the call then dialed the next prospect. Regardless of
whether she received a "No" or a "Yes," these behaviors were repeated without
interruption until all the prospective customers were called within two hours.
This sales person's sales average was 147% more than the
Contrast those behaviors with the behaviors of another salesperson on the video.
This other person rearranged items on the desk before sitting by the telephone.
After sitting down, she combed her hair. She took out the list of prospects,
read down the entire list, then turned each page over looking intently to see if
there was anything on the blank back of the pages. Finally she dialed the first
prospect. After getting an order, she
completed the call. However, she then set aside the order form and looked
through the desk's drawers, rearranging some things in the drawers. That must
have done something to a fingernail as she then examined one and set out looking
through her purse. She took out a fingernail file and after filing the nail, she
left the desk and returned with a can of soda. After a few leisurely sips of
soda, the salesperson called the next prospect. These types of behaviors
continued regardless of whether she got a "Yes" or a "No" in response to her
calls. After three and one-half hours of "persisting," she had still not
completed calling the prospects on her list.
By looking at these two examples, it is clear that simply persisting at some
activity over time will not guarantee we achieve our most heartfelt desires or
even our weekly sales quotas. What ultimately determines who achieves great
things and who gets average or below average results is who displays the
behaviors of micro-persistence. The person who can focus on an objective and
efficiently moment-by-moment perform behaviors to achieve the objective without
wasteful distractions, this is the person who will be rewarded with fame and
For some people, learning the difference between macro- and micro-persistence is
enough to change their behaviors to achieve all
they desire. For others, knowing is
not enough. Some people may never be able to change their behaviors on their
own. Life is too short to waste a moment of it being anything less than all we
can be. According to Ken Blanchard, author of The One Minute Manager, "No matter
how successful we are, we all need a coach to keep us on track, to bring out the
best in us." There are online resources that can help
us. One of them is the currently free Extreme Achievers®
Quotient Survey, that provide a detailed coaching profile on factors that
determine various achievement-related behaviors, including persistence (www.extremeachievers.com).
Expert consults and
coaches for sales professionals can
be found at www.rejectionproof.com. Whatever resources we use, we must not let
things like rejection, subconscious self-doubt, self-esteem, self-fulfilling
prophecies or persistence delay or deter us a moment longer from all we deserve
Stanton Royce, MBA specializes in transforming Average and Underachievers into
Extreme Achievers®. He performs keynotes, breakout sessions and consulting in
sales, performance improvement and productivity. Call him at 800-MY COACH
(800-692-6224) or contact him through
www.extremeachievers.com with your questions and comments.
© Copyright 2002 Stanton Royce, MBA. All Rights Reserved.
For permission to publish or reprint this article or for articles customized for your
business or organization, call 1-800-MY COACH (800-692-6224) or contact him
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