Thoughtful Thursdays - On persistence

"Be persistent" are words you commonly hear in sales training sessions. They are used often in association with: "don't take it personally" and "no today is does not mean no tomorrow". Good sales thoughts.

It is ironic that when you re-arrange the letters in the word persistent they also spell the two words "pester" and "isn't". Okay, I took the liberty to add the apostrophe. These two words describe what being persistent is not. I don't know how many other words can define themselves so clearly.

There is a line, some may see it as fine, and when you cross it, you transform yourself from persistent to pest. I would think the former characteristic is more desirable.

When you put your mind to it is it quite easy to avoid becoming a pest. Here are a few tips:

• Another 'P' word, be patient.
• Never complete a communication without knowing when the next one is going to take place.
• Listen to your prospect and respect their time.
• If the next contact is agreed for two weeks later, call in two weeks - not earlier and not later.
• When re-establishing communications based on a prior understanding, and the prospect is not available, leave a message and let them know when you will call back. If you call first thing in the morning, a late afternoon follow up call is likely acceptable.
• Have enough people to follow up with so that one prospect does not become your raison d'être.

I have been characterized as persistent, and take it as a compliment. For me, persistence means not giving up or losing sight of the goals and objectives. It does not mean drive someone around the twist by calling several times a day. If I have the time to do that, I do not have enough prospects, and without enough prospects I will not achieve my objectives.

Good selling,
Richard