Guest Post By: Dave Brown
Giving up is sometimes the easiest thing to do. Most often it is never the best thing to do.
You miss out on changing people’s lives.
One thing you have to do though, NEVER GIVE UP. If you are down on your luck with your prospecting, I’d like you to learn to talk through the tone! What is the tone?
That silence on the other end of the phone. You know that tone! You have to talk through it, fight for your prospects, and show how your belief can outweigh anything. Any doubt and hesitation will be diminished when you show just how important your product or service can be for them. Be persistent and truly care.
When people tell me no over and over again, all they are really saying is, “Dave, how can you be more creative? I need something more creative from you.” That’s all they mean with that no.
What can you do? Use another name. Share another example or a piece of the puzzle you can solve. Move to the next point. If they say they are going to hang up on you, well done! You are doing your job right and doing your best to get your product in their life.
The more people you reach, the more lives you can change and make better. That is what we are here to do! You cannot give up. Find your power and find your stride. Talk through the tone.
You will be amazed by what you can come up with when learning to talk through the tone.
When prospecting, put yourself in situations where the chances of victory and accomplishment are made for building. You have to crank it, and keep growing!
Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.