Business No Sales Call

In Business You Have To Be Relentless And Make Every Sales Call Count

On 01.27.12, In Business, Sales, by

And there is no such thing as a no sale call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can’t. Either way a sale is made, the only question is who is gonna close? You or him? Now be relentless, [...]

And there is no such thing as a no sale call. A sale is made on every call you make. Either you sell the client some stock or he sells you a reason he can’t. Either way a sale is made, the only question is who is gonna close? You or him? Now be relentless, that’s it, I’m done. – Boiler Room Jim Young (Ben Affleck)

Relentless in Business

What separates successful people in business from the rest of the pack is the hunger and determination that drives them to be relentless in being successful.  This is not to be confused with a sales method of being aggressive or too pushy.  Relentless is the mindset of never giving up and never quitting too early.

It’s okay to be relentless.  Greatness can be found in most successful people that drive them when they are hungry for success.  Take a look at Mike Tyson who was poor and driven when he first started.  He came from nothing but turned out to be a ferocious great boxer through hard-work and determination.  He was hungry to be successful and nothing was going to stop him from achieving that.  Eventually when he plateaued in becoming a world champion, his relentless drive dwindled and became his biggest defeat.  He lost that hunger and therefore he lost at being a champion.

Never lose sight of what’s important to you and keep your head in the game by maintaining that relentless mentality.  Keep pushing forward.

Making Every Sales Call Count – There is No Such Thing as a No Sales Call

When I was a loan officer, I had to make hundreds of cold calls and literally go through many no answers and voicemails.  When I finally reached a person, I got excited and knew that I was going to close the deal before I even started pitching to the prospective client.  I already had it in my mind that this person was going to close because I put in the effort of making all these calls and finally it has paid off by reaching a live person.  Now I didn’t know if this person even qualified or was even interested.  However, I knew one thing, I was going to make this call a success.

How was I going to make every potential call a success?

Information Gathering - Gathering information about the lead is a success to me.  This is a perfect time to start building your database of future clients because even if you can’t help them now, you might be able to in the future.  I try to get as much as information as possible from this cold call lead.

Referrals - Again, if you are unable to help out the client then ask for referrals.  Who do they know that can use your service?  It doesn’t hurt to ask especially if you are unable to do anything for them today.  Always treat every call with a potential for referrals.

Pitching - You must maintain the saw and keep it sharpened.  Once you get a prospective client on the phone, exercise those sales skills.  Learn from it, motivate from it and keep your sales skills sharpened.  Practice makes perfect as they say.

Closing the deal - This is where the boiler room quote comes into play.  Get your head in the mentality of either the lead will sell you in why you can’t close the deal or you sell the client on why you can.  Get the deal already closed in your head or otherwise you will just showcase that the cold call is a better sales person than you.