{"id":347,"date":"2013-04-03T01:12:32","date_gmt":"2013-04-03T01:12:32","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=347"},"modified":"2013-04-03T01:12:32","modified_gmt":"2013-04-03T01:12:32","slug":"the-secret-to-sales-success","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-secret-to-sales-success\/","title":{"rendered":"The Secret to Sales Success"},"content":{"rendered":"\n\n\n
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The Secret to Sales Success<\/b><\/strong><\/strong><\/p>\n<\/div>\n<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/td>\n<\/tr>\n

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\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 A friend of mine asked me “To what do you attribute your success?” First, I was flattered that he considered me a “success”, but more importantly, he caught me off guard, as did my answer.<\/p>\n

I thought for a few seconds, and scanned all of the usual clich\u00e9s in my mind…. “being customer focused, working hard, a unique selling proposition, delivering value, luck,” and so on.<\/p>\n

But I blurted out a one-word answer that surprised even me…”Longevity” I said.<\/p>\n

The conversation quickly moved on to other topics, but the next day I began to ponder how profound that answer was.<\/p>\n

Does your sales culture and remuneration structure sustain longevity, or do you have an “eat what you kill” culture that starves your new recruits to death?<\/p>\n

It was “longevity” that allowed me to build my business, and success certainly didn’t come over night. There were many years when I had to go into debt or dip into my savings just to stay in the game.<\/p>\n

And there were times when I almost packed it in for other career opportunities.<\/p>\n

I was fortunate enough to have a savings account, a wife who stood beside me, and good credit, to carry me through the “unsuccessful” days. Do you have a remuneration structure and support structure that allows new recruits to stay in the game?<\/p>\n

Upon further reflection, here is what longevity did for me, and can do for you:<\/p>\n

1.)\u00a0 Experience. You can’t expect a rookie with 90 days experience to outsell a competitor with years of experience.<\/p>\n

2.)\u00a0 Confidence. Given time to get a few successes under your belt gives you the confidence to pursue more business.<\/p>\n

3.)\u00a0 Learning. With time, if you make an effort to learn something new every day, eventually your expertise will be second to none.<\/p>\n

4.)\u00a0 Awareness and familiarity. We all know that reach and frequency sell….and longevity simply builds more reach and more frequency for every sales person.<\/p>\n

5.)\u00a0 Trust. It takes time to build trust, and over time, your prospects and customers simply trust you more.<\/p>\n

6.)\u00a0 Referrals. Proving yourself over time, you will have enough referrals and build a strong enough reputation that you seldom need to prospect….referred prospects will be calling you!<\/p>\n

7.)\u00a0 Timing. Timing itself plays a role. I have contacts I made ten years ago who are just now becoming clients. They just didn’t have a need when we first met.<\/p>\n

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We have all seen eager new recruits who “failed” in our business, only to become successful in their next career. Creating a culture of longevity could help you keep some of those successes in your camp!<\/p>\n<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

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The Secret to Sales Success \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 A friend of mine asked me “To what do you attribute your success?” First, I was flattered that he considered me a “success”, but more importantly, he caught me off guard, as did my answer. I thought for a few seconds, and scanned all of the usual clich\u00e9s in […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-347","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/347","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=347"}],"version-history":[{"count":3,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/347\/revisions"}],"predecessor-version":[{"id":350,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/347\/revisions\/350"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=347"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=347"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=347"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}