The most successful salespeople I’ve seen don’t always close the most deals or the biggest deals. Sometimes they fall short for weeks or even months … but they keep going after their goals.
Last week, Steli Efti with Close wrote about the ability to endure a difficult situation without giving way. It’s the first thing he looks for in a sales person. I think he’s on to something.
"Early in his career, a reporter asked [Muhammad] Ali how many sit-ups he did each day to maintain and stay in shape. His response: 'I don’t know because I don’t start counting until it hurts.' That’s the hardest thing. Taking note when it hurts and pushing on when you feel you like you can’t. The most successful sales people I know practice this every single day."