A Valuable Lesson Reinforced by Man's Best Friend
I was up in Canada this past week visiting a client. We had a great time working together. The final day there we spent some time off site at the CEO's cabin working with the leaders of the organization. The CEO brought his dog with him, Maggie, a dog with a ton of energy and persistence.
While I was enjoying a walk around the grounds with the CEO's father who used to own the brokerage, this dog was running around chasing a little Frisbee. I was struck by her persistence.
She kept bringing me the frisbee to throw. At this point I had already thrown the frisbee numerous times and then managed to lose it in the water for a while. I was determined not to get it started again. I figured if I just ignored her she would give up.
Well, as we were walking and chatting she would run in front of us and drop the frisbee. Both of us just continued on and tried to ignore the dog. We would walk past her and she would jump in front of us again and drop the frisbee. We walked all the way to one edge of the property line and then headed back. She would not stop. After about the 9th time she did this, I finally caved, picked up the frisbee and threw it. Away she went on the chase. It was so much fun to watch. That dog had enthusiasm, conviction and persistence.
There are studies that indicate it is necessary to ask for the sale five times before you will get a yes. In the world we live in today, I still think this is true. However, it is not about asking as much as it is about convincing the prospect that doing business with you will bring them greater value.
The confidence Maggie had to keep coming back after me was infectious. Eventually I could not turn her down. If you truly believe that your unique process and the value you bring will benefit the prospect, why not move with bold confidence and persistence?
Have you ever given up after the first sign of a no? Maybe you need to go back and revisit that prospect and look for the opportunity to convince them that the value you bring is worth another discussion!
The Author, Gregg Goodmanson, is a Vertical Growth Advisor with Sitkins International.