Attitude - Pillar Number 5 'never Give Up!'

Taking risks as being integral to making your dreams and goals reality - it is my view that the bigger the risk the bigger the reward!

Now we'll look at what may be argued as the second most important factor in becoming successful in business, 'Never Give Up!' How many times have you promised yourself to get on that proven weight loss program, started it and dropped out? Or began learning an instrument and after a few sessions quit?

Don't feel bad as the vast majority of us do just that. We lack the persistence to see a task through to the very end. However for the sales entrepreneur this is a very dangerous practice and usually leads to failure. Statistics tell us that about 5% of sales are made on the first call while over 80% of sales are made by the fifth call. The sad truth here is that only 10% of sales people ever return for the third call!

Undeterred by his dyslexia and fierce competition, Ingvar Kamprad founder of IKEA the furniture store, switched his original mail order furniture business to a permanent accessible place for customers. Plagued by several family tragedies such as the separate suicides of his grandfather and uncle and the sudden death of his mother from cancer when he was still a boy, Ingvar persevered to build a furnishings empire trading in 36 countries and turning over in excess of GBP16bn a year.

Failure for Ingvar was not an option and he paid no attention to his disability but kept selling and selling and selling! It is very unfortunate to admit that all around us are live examples of quitters, people who find reasons to not pick up that phone or complete that course.

This is where motivation and self-esteem have tremendous influence. Jack H McQuaig a leading psychologist claims that the one defining factor in success in sales is persistence. We must cultivate an attitude of calling and calling and calling. This will demonstrate to the customer that we truly believe he needs our product or service and that we are persistent. It is also important to note that patience is critical as well in securing that illusive deal.

You're probably thinking, patient and persistent? This seems a bit of an oxymoron! Well it's not actually. As a sales entrepreneur one of our greatest obstacles to success is impatience. As shown earlier not many sales entrepreneurs make it to the third attempt to call a customer thereby leaving the opportunity open to competitors.

We're not in the business of giving away business to our competitors, so be persistent and close the deals you set in motion and remember it all begins and ends with YOU: Your Opportunities and Unlimited!

by: Ron Salmon

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