The hardest part of a sale is not getting it. Most sales managers would have you believe that it is not personal, just part of the 'game'. Not me. I think that it is very personal, and the more that you take it hard, the better off you will be.
Of course, I do not mean go into some depression. Far from that.
But at the same time, I want you to be so mad that the only way you can see your way out of it is by getting even and making a new sales.
In order to do that you need to know how my appointments to how many prospects to how many sales. By backing into these numbers you will be able to calculate what your numbers must be.
So, why do I want you to take it personally, because it is! yes, they said no to you. You were rejected and it hurts.
Go with that feeling, and sell.
Good selling, Steve
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About Me
- Stephan Schiffman
- New York, NY, United States
- Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant, and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, DHL, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies. Stephan Schiffman's business acumen has a solid foundation. Before founding D.E.I Management group he was a broadcasting executive and an account executive for a brokerage firm. As the Director of Training and Development for an international organization, he created and conducted training programs for thousands of people throughout the world. Since his programs have been integrated into the sales culture of major corporations, Steve is frequently asked to be a guest on national radio and television shows. Steve is the author of over 30 best selling sales books: Cold Calling Techniques (That Really Work!), The Consultant's Handbook, and many more!!
2 comments:
I agree with you about taking one's profession SERIOUSLY... it's not a joke even though work itself can and should be fun, more often than not.
But what a person regularly does defines who they are so you should do it like you mean it.
Oh, Steve, have you had a chance to give me your opinion on my new site yet as you said you would?
Afterthought: Hey, if you could leave a comment for me that would be great. The post from September 16th is largely about you.
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