Burn Your Boat!

Written by John Boe

Do you allow fear, anxiety and worry to dominant your thinking? Do you find yourself frequently questioning your decision to become a salesperson? Having self doubt or a lack of commitment is emotionally draining and erodes your effectiveness. A truly committed person does not haverepparttar luxury norrepparttar 127397 time forrepparttar 127398 self-indulgence of negative thinking. No great achievement has ever been accomplished without a plan and a commitment to see it through. There is magic in commitment!

In battle,repparttar 127399 ancient Greeks developed a well-deserved reputation for bravery and determination. They were successful because they were well trained, well lead and most of all, well motivated. The Greek commanders were master motivators and knew how to instill commitment and prepare their soldiers for victory. For you see, once they landed on enemy shores,repparttar 127400 Greek generals would giverepparttar 127401 order to “burnrepparttar 127402 boats.” Imaginerepparttar 127403 psychological impact onrepparttar 127404 soldiers as they watched their boats being set torepparttar 127405 torch. Once their boats were burned, they realized thatrepparttar 127406 only way they were going home was by conquering their enemy – there was no turning back.

The Myth of Persistence

Written by Bill Brooks

In most cities acrossrepparttar country, one sure sign of persistence is facingrepparttar 127396 daily commute. Prime time commuters are superstars atrepparttar 127397 art of persistence. Most don't have a choice, so they facerepparttar 127398 daily crush with steeled nerves and tight jawed commitment.

Most salespeople believe that they don't have a choice, either. Worse yet, they have been taught to believe that nothing takesrepparttar 127399 place of persistence. Thatrepparttar 127400 price of success is dogged and determined tenacity.

There is a fine line between being persistent and being obnoxious. Perhapsrepparttar 127401 most misunderstood and underutilized secret to selling anything is to understandrepparttar 127402 critical role that timing plays in successful sales. You see, customers and prospects buy when they are ready to buy, not when salespeople need to make a sale. Not when they are worn down by pesky salespeople.

I'll bet that whenever you have made a successful sale, no matter what you sell, there are certain essential characteristics that your new customer had. Here they are: · A need for your product or service · An awareness ofrepparttar 127403 need for it · A sense of urgency about obtaining it.

It was not your dogged determination to pursue them torepparttar 127404 end ofrepparttar 127405 earth to either (a) create a need, (b) make them aware of it or (c) create a sense of urgency that made them buy. In fact, I'll suggest this to you. If, after three attempts to secure an appointment with a prospect you are still gettingrepparttar 127406 brush-off, find another prospect!

Invest your time withrepparttar 127407 right people. But you're probably asking this: "How do I make sure my non-responsive prospect doesn't buy from a competitor while I'm out talking with someone else?"

Good question. The truth is thatrepparttar 127408 very prospect who scorned you will likely become a qualified prospect at some time inrepparttar 127409 future. That person may even be a highly qualified prospect right now. But not for you.

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