For the last 4 years I have had a small article from Selling Power magazine on my desk. I frequently look at it when I am on the phone. I thought there were a ton of Great Ideas in it and wanted to share it with you this week.

Never Give Up

1. “I gave up on this prospect a year ago. Should I try again?” Absolutely! Last year’s bust could be this year’s diamond-studded opportunity.
2. “I spent hours, if not days, on this prospect. How long should I keep trying?” It depends on the customer’s size and potential.
3. “I keep calling for an appointment. The buyer doesn’t return my calls.” Try another employee. The last key on the ring often opens the door.
4. “I tried dealing with this prospect before. Our personalities clash.” Find a more compatible colleague and turn over the account.
5. “I can’t seem to get past the gatekeeper. Should I give up on this prospect?” Have you tried email or snail mail or accessing the buyer during off-hours?
6. “A good sales rep can sell anyone.” Good attitude, but wrong assumption.
7. “The prospect made an illicit proposal.” Write off the varmint.

This week look at how you’re handling each of those situations, and make sure you’re not giving up!