What is the secret to sales success? Some may say that there is no secret! Let’s hear Mark Trinkle’s opinion on this subject in a new Sales Brew video.
Sales Success Secrets (Video)
Hi, this is Mark Trinkle, Chief Growth Officer for Anthony Cole Training Group. Our Brew today is about the secret to sales success. One of the questions that I get asked all over the country is, “Hey Mark, what’s the secret to sales success?”
#1 Sales Secret: Work Hard and Prospect
Are there any secrets to sales success? I mean, what’s the magic pill? What’s the magic elixir? What’s the secret sauce? My temptation has been to answer that question with, “Here’s the secret. There is no secret. It’s just a lot of hard work, and it’s a lot of prospecting. Prospecting can be that dark, lonely road, and you need to fall in love with the process of hunting and prospecting. And if you fall in love with the process, the process will always love you back.”
That’s what I’m tempted to say. But today, I’m going to go in a slightly different direction. Here’s what we know:
“On average, it’s going to take about 16 attempts to get a prospect to engage with you.”
This problem of prospect engagement is very real. Not to buy from you, not even to meet with you, to engage, to pay attention, to reply to your email, to return your voicemail. Now, that’s an average. Sometimes you get lucky, but it takes about 16 attempts. And look at the right side of this slide. Most salespeople, yes, are those are crying babies.
“Wha wha this is too hard. I didn’t sign up for this.”
Most salespeople quit after four tries.
Perservior: Consistency is Key
One of the secrets to sales success is recognizing that after the fourth try, the fourth email that has gone un-replied, to the fourth voicemail that you did not get a return phone call from, is recognizing you are just getting started. That’s a secret to sales success. Consistent effort.
And by the way, evaluate your day, your week, your month, and your quarter, not by the results on the scorecard. And we are huge proponents of tracking and accountability. Don’t get me wrong, don’t hear me say otherwise. We’re big proponents of tracking and accountability, but sometimes the events on the field aren’t reflected on the scoreboard. And sometimes all of those calls you’re making and those emails that you’re sending, you’re gonna drive home on a Friday night and think, what was it all worth?
What was it all for? All we know, and I hope you now know it, is if you fall in love with the process, the grind, the dark lonely road of hunting and making follow-up calls if you fall in love with that process, here is an irrefutable law of business. The process will love you back. You just don’t know when. Will you stand out from the crowd when that process does love you back? I’m telling you, it’s gonna love you back. In all likelihood, here’s the secret to sales success- It’s probably gonna love you back after the fourth attempt.
Have a great day. Now go out there and sell like a champion.