Jay Abraham the marketing guru has said that if you really believe in your products and service that you have an obligation to tell the world. Now I may not be saying it exactly the way he says it but the point is if you can really have an impact why wouldn’t you tell the world? Bert Decker wrote a book called You’ve Got to be Believed to be Heard. My friend Chet Holmes says that the sales rep that has more passion then the prospect gets in the door. To me it all boils down to your level of conviction. How much do you know about the prospect, their world, their challenges and their industry? Have you practiced on how to get past the gate keeper, handling objections and how to leave a voicemail message that gets a return call? Are you willing to be relentless in your efforts to reach the prospect? You see sales reps with conviction never, never give up.

A while back I had a prospect that I was determined to reach. After a little intelligence gathering and getting to know his assistant I had his two cell phone numbers, direct office number, home number and his schedule for the next three days. I planned a series of voice mail messages that I believed would get his attention and a return phone call. I planned what time I would place each call and what phone numbers I would contact. On the first day I did everything according to plan but no return phone call. On the second day at 5pm I got a return phone call. My prospect asked if anyone had accused me of being a Pitbull? I told him no but I would take that as a compliment. He said that was the way he intended it and wished his people were as determined as I was. He admitted he returned my call because I communicated my conviction in providing value and determination to reach him. Let’s be real, you aren’t going to do this with 400 prospects a week but there are a handful that could make your quota for the year if you landed the account. What are you willing to do and how badly do you want that prospect?