Ian started dialing for dollars just under six years ago. He started in the financial industry, eventually moving into the media world. Now he sells to senior level executives on communication and marketing teams. He works in a small group, so most of his skills were developed through trial and error, as well as through reading books on sales and business.
I asked him, what is the best piece of sales advice you received/learned?
Ian shared that during his readings, he came across several references to persistence in selling. Through a variety of books, he learned how to push himself continually in sales. He understands how to hear “no,” and use that to drive a little harder. Through case studies, he knows the discipline of persistence to first perform at a high level as a sales professional and sustain that performance for extended periods.
When salespeople hear the word persistence, they often mistake it for aggressive tactics. Persistence is not calling a buyer five times a day for a month. Persistence is doing the work necessary to understand their business needs and pain points. Showcasing how you can add real value, and that you genuinely believe your product will provide a significant ROI to the prospect. You are not nagging or harassing someone to do something. Rather, persistence is being prepared and continuously engaging with your prospects through the valuable information while respecting their time (and yours).
Ian, currently, is Head of Partnership Sales at InLoop. InLoop is the leading AI-powered content curator and publisher for associations. By utilizing Artificial Intelligence, Natural Language Processing and Machine Learning, your association can deliver personalized content to your members while driving engagement.
