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   In this Issue:
      Try, Try Again
      Selling Quotes
      A Few Quick Seconds
      Latest Blog Posts
 

Sales & Marketing Newsletter Volume 217

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Did You Know?

Thomas J. Watson built a worldwide industry during his 42 years at IBM, where he served as CEO and Chairman. He was a pioneer in the development of accounting and computing equipment used today by business, government, science and industry.

Starting out as a bookkeeper at age 18, he went on to sell sewing machines and musical instruments, and then joined National Cash Register (NCR) as a salesman.

Eventually Watson worked his way up to general sales manager at NCR, inspiring the sales force with the motto, "THINK," which later became a widely known symbol of IBM.

Watson developed IBM's management style and corporate culture from his training at NCR, and turned the company into a highly-effective selling organization.

To the surprise of many, one of his most famous sayings was, "If you want to increase your success rate, double your failure rate."

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Latest Posts!
 

Real Cost of Disengagement? Go...

Things Engaged Workers Say Go...

Call a Lot of People! Go...

Better Outbound Calls Video Go...

Know Your Customer? Go...

salescallsblog.com
 

 
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 Selling Quotes
 
 
"Procrastination is the thief of time"
—Edward Young 
 
 
"If you find a path with no obstacles, it probably doesn't lead anywhere."
—Frank A. Clark, Author
 
 
"Being defeated is often a temporary condition. Giving up is what makes it permanent."
—Marilyn vos Savant
 
 
"Continuous effort, not strength or intelligence, is the key to unlocking our potential."
—Winston Churchill
 
 
"Diamonds are nothing more than chunks of coal that stuck to their jobs."
—Malcolm Forbes 
 
 
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Paul Charles & Associates
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Try, Try Again
 
"If at first you don't succeed, try, try again."

Like most of us, you're probably familiar with this phrase... but if you're wondering about the validity of the statement, or about the value of persistence, then read on.

Babe Ruth was the home run king with 714 home runs to his credit. What few people know is that during that same time period he also held the record for striking out at bat more than anyone else with 1,330 failures.

R.H. Macy failed seven times, before his store in New York caught on.

Author J.K. Rowling had her Harry Potter manuscript rejected time after time. Today, after successful books, movies, toys, clothing, etc., she is one of the world's richest authors with a net worth of $1.0 billion dollars and 400 millions books published.

Michael Jordan was cut from his high school basketball team. His coach justified the cut by pointing out that Michael had little or no potential.

Colonel Sanders of Kentucky Fried Chicken fame had a hard time selling his chicken at first. In fact, his famous secret chicken recipe was rejected 1,009 times before a restaurant accepted it.

Walt Disney was fired by a newspaper editor because, "he lacked imagination and had no good ideas."

The Take-away?
So, what's the point of these lesser-known examples of perseverence? I suppose it is to realize the absolute importance of persistence... the value of staying the course; of not giving up too soon.

In our previous newsletter we referenced data indicating that, on average, it takes five-to-twelve contacts to make a sale; yet 80% of sales people make three-or-fewer attempts and then give up. Thus, the vast majority of opportunities are siezed by just 20% of the sellers.

The persistent ones.

Evolution?
Let's also think about the buyers and how they may have evolved. Based on the statistics above, most sellers make one or two attempts to reach a potential buyer, and then they move on (give up!).

So, has the potential buyer "evolved" to somehow realize that by simply ignoring the first couple of queries from a seller, there is an eighty-percent chance that seller will simply go away?

Hmmm... food for thought?

If you'd like a few more surprising examples of the importance of persistence, consult this list of 50 well known successful people who didn't start off quite so well.

 


A Few Quick Seconds…

Here are a couple of related articles from past issues you might have missed, and which generated especially positive feedback:

Remind Me
How often must we remind our clients or customers of the value our organizations bring to the table?

Is once-per-year sufficient? How about twice? Three times? Most people agree that, ideally, they'd like to do more.

Read full article

 
The Next Step in Communication

While there are obviously many facets of communication, there is one simple habit that, if well developed and consistently executed, will significantly improve your sales and business develoment success.

Read full article...

 

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