Patient Determination

June 21, 2011

“Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish.” — John Quincy Adams

Recently, within the Sales & Selling Innovators Network on LinkedIn, someone asked:

 How might a sales person  be persistent enough—-but not importunate nor bothersome at the same time?

The Right Follow-up Strategy:

There sometimes is a fine line between persistence and stalking. My rule of thumb is to err on the side of patient determination–by being creative, professional—-while always reminding myself regarding how I feel when pursued by someone following up, “touching base” or “checking in.”

When I’m a Prospective Buyer:

Striking the Proper Balance: There are times I express interest in a particular product or service, but for a number of reasons I may not be ready to buy when the sales person initially calls or emails me; however, a few weeks or months down the road when I AM ready–only the persistent sales professional will get my businessnot the one that gives up after calling or emailing me once or twice.

At the same time, the overly-pushy, aggressive hunter who shows no genuine interest in understanding my needs, or cannot fathom how my schedule or other factors might require me to wait, or whose clamorous, one-note pitch is excessive and burdensome, will not earn my business either. (If I start thinking that I’d prefer a root canal without any local anesthetic than hearing from you again–it’s over)!

Sending reminder emails coupled with interesting content–and a once every 2-3 week brief “checking in” phone message is OK.

Patient determination enables the sales professional to demonstrate he/she is neither a quitter, nor a predator. Try it–in my experience your career will have staying power–and over time you will close more sales than ever before.

America's Leading Biz Dev.. Consultant

John A. Fallone - Biz Dev. Consultant, CEO - Traininguru

Feel free to email me at jarfallone@gmail.com, call me at 203-274-6098 or click CONTACT US for more information.

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The Power of Passion

June 17, 2011

“Nothing great in the world has ever been accomplished without passion.” – Hebbel

Passion, in the context of this post, may be defined as:

  • Strong affection for an object, idea or concept
  • The object of an intense desire, ardent affection
  • Profound, fervent enthusiasm

Are you passionate in your personal and business life?

Passion often translates into success.

It has been said:

“To be successful, you have to have your heart in your business, and your business in your heart.” – Thomas Watson, Sr.

Passion is associated with authenticity.

When someone is communicating with enthusiasm, they convey credibility—-demonstrating that they genuinely believe what they are saying.

Passion enhances the probability that a call to action will result in change.

Whether you are a sales professional, public speaker, minister delivering a sermon, politician or someone speaking with family and friends, communicating with passion will enable you to more easily reach into your audience’s heart—-fostering action.

The more intensely we feel about an idea or goal,  the more assuredly the idea, buried deep in our subconscious, will direct us along the path to its fulfillment. – Earl Nightingale

Goal fulfillment in a world of marketing, communication and sharing ideas is intimately connected with an inspiring  call to action that results in a desired change on the part of the audience.

Closing a sale, for example, involves several steps ultimately facilitating a key action on the part of the prospect—-signing the contact.

At the end of a passionate sermon, the minister will sometimes initiate an altar call  in which those who desire to make a new spiritual commitment to the LORD are invited to come forward publicly.

“Passion is the power that drives a call to action, resulting in change.” – Traininguru

If you genuinely believe your product, service, idea or message will bring value to your audience–communicating with passionate enthusiasm will dramatically impact your listeners,  increasing the likelihood that your appeals will result in the desired action.

Possessing and exhibiting genuine passion dramatically increases one’s ability to positively influence others.

Consider the Passion Principle next time you want to get your point across to facilitate change.

America's Leading Biz Dev. Consultant

John A. Fallone - America's Leading Biz Dev. Consultant

Speaking of change, if your business could actually benefit from one—-specifically increased sales, greater profits and lower costs, call me at 203-274-6098 for a FREE telephone consultation–or send an email to me at jarfallone@gmail.com

Grow Revenues--Lower Costs

Grow Revenues--Lower Costs

http://www.traininguru.com/
Grow Revenues–Lower Costs