Why Do Sales People Fail?

I was once asked this question while during a training on “How to condition your mind to Master Sales” ‘……. Why sales people fail”? I was able to answer this question in a few little words  – “Lack of Persistence”.

A good definition of persistence is found on dictionary.com

1) Persistence is refusing to give up or let go,
2) To hold firm and steady to a purpose, state or understanding.

To be persistent is the core ingredient to success; the lack of persistence is the only ingredient needed to fail.

We as adults are challenged daily to hold firm on our direction to never give up. In the midst of difficulty, it is easier for us to find excuses to fail rather then the determination to succeed.

As children we do not recognize Lack of Persistence. In trials of difficulties,  we find reasons to push forward, to not let go, to never accept No!

I often ask sales people to convert their thinking back to when they were a child. Can you think of 3 examples of when as a child you demonstrated the will to persist?

1)_____________________, 2)______________________, 3)______________________

I can remember my 3 examples….

1) When I first learn how to ride a bike,
2) When I learned how to walk
3) Getting what I wanted for Christmas.

Each one of these examples is a statement of refusing to  give up or to let go. We do not recognize as children words like, Impossible, Improvable, not able, or I can not do it. Why is this? The answer is simple. To persist, to succeed is a natural part of who we are and how we are built from the grace of God. We are contaminated with failure as we grow into adulthood which brings on excuses for lack of persistence in our daily lives.

To succeed as a sales person, all we need is to condition our minds to convert back to who we were as children. Unchain yourself from the word “No”, don’t be afraid to stumble and fall, just brush yourself off and start over again.

Last but not least when you find that your day was not as productive as it could have been, remember the 5 Ps in sales “Proper Planning Prevent Poor Performance”.

So stay on your course, never give up and hold firm on your Goal. And with that I want you to “Persist until you succeed”

By Micheal McGee Director of Sales, Training and Development For Mountain Climbers Sales and Consulting Firm www.mcsalesconsulting.com

Author of the book “The Re-Birth of the Blackman….Re-Building a Generation”.