Please pardon my english.
hahaha..
When closing a deal, 20% of the time is the customers who close it,
and the other 20% is the salesperson who close it. so what about
the remaining 60%? 60% of the time, the deal has never been closed
because there wasn't any attempt to do so.
so why is this so?? there are 2 main factors. 1st is because of
guilt. the salesperson himself/herself know that the product isnt
as good as being promoted, and at the point of closing the deal,
he/she decided not to do so. 2ndly, it's because of fear of
rejection. the salesperson is afraid of being rejected, and
therefore decided to reject himself/herself by not attempting to
clinch the deal.
rejection, it's commonly seen in reality. it's not just about
closing a business deal. lecturer cited an example how he was being
rejected by a girl he liked when he was secondary 4. the reason why
the rejection took place is not because of him, but the girl had a
boyfriend already.
then he went on, explaining "tenacity". he had this friend, XX, who
likes this girl, and wanted to ask her out. he asked her out for a
simple meal for the 1st time, but was rejected.. and was
continuosly rejected after many many attempts. so XX approached
lecturer and asked him how. The latter simply told him, "try again
lor". and his friend really heeded his advice, and tried again..
after many many many many attempts, the girl eventually agreed to
go on a date with him. then the girl finally fell in love with him
after a few dates, and so they went on steady... one day, the girl
met a rich suave-looking in her university, and fell in love with
him (the suave + rich guy). so she initiated a break-up. but XX
didnt want to because he loved her deeply.. so he kept asking,
persuading.. and did all kind of things, hoping that she will come
back to him one day. but she didnt.
XX again approached lecturer for help. lecturer told him once more,
"try again lor". and XX really did try again. after many attempts
once more.. blah blah... they patched up.. and right now they are
happily married, with 3 children.
and that's tenacity. 40% of the sales people gave up after their
first attempt.. (so much statistics.. don't quite rem). so in
general 96% of the sales people gave up after their 4th attempt.
the remaining 4% succeeded on their 5th attempts despite being
rejected for the first 4 times.
haha.. so understand what's tenacity now? =P
