Welcome to SEI Newsletter 022
Jason Cutter
Mission to help good companies help more customers | When a company wants more results from their sales team, that’s when you call me | Author of "Selling With Authentic Persuasion" | Guy with a Marine Biology Degree
FINALLY!
Let’s talk about Persistence this week.
The 4th Sales Success Trait.
The one that a lot of salespeople want to put as #1.
The obvious, recognizable trait that is seen as the key difference between successful salespeople and those – as Zig Ziglar puts it - with skinny kids.
It’s the trait that companies try to hire for. It’s what companies think is needed for closing deals.
And yes…it is true…but as you can tell – it’s not even Top 3 (and if you have been keeping up each week, you know why).
But…not it’s time to talk about Persistence. It is truly valuable and necessary for success, layered on top of the other traits. Without it, there will not be enough sales closed for someone to make a financially lucrative career.
Let’s dive into Persistence…and why quitters never win, and winners never quit!
Selling Effectiveness
To recap the Sales Success Traits we have discussed so far…
Openness
Curiosity
Creativity
And, in case you skipped the first three articles in the series, this order of priority is important. I truly don’t think someone can be Creative, unless they are Curious. And they can’t be truly Curious unless they are Open to anything, everything – new ideas, concepts, opinions, experiences, etc.
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Leadership Effectiveness
Let’s talk about how to effectively lead a team in full support of Sales Success Trait #4: Persistence.
Here is the key – the Hammer of Persistence cannot be the primary, only tool being used.
It is in fourth place for a reason.
Sales Operation Effectiveness
Here we are. Finally the Sales Success Trait that most sales ops leaders want to focus on: Persistence.
If our goal is to build a recruiting, interviewing, and hiring process where we want to identify and hire for these traits, how do we look for (and set someone up for) Persistence?
What most hiring managers look for is a candidate who asks the ‘killer question’: “When can I start?”
To your success,
Jason Cutter
CEO/Founder
PS. After four weeks of this series, I would love to find out where you had previously put Persistence in your list of necessary Sales Success Traits by priority, and if you have a different rank order now? Reply back and let me know!