3 weeks ago I travelled the 12-hour return journey to North Wales to climb Mount Snowdon. Unfortunately, the climb was cancelled because the wind and rain made it too dangerous to attempt the accent.
You can watch the vlog below.
Sunday, saw me repeat the trip, but this time it ended in success, I reached the top. It took 7 hours to the 1,085 m summit and back.
Why is this similar, to sales?
1. You need to know who your prospect is. Snowdown was tough but achievable, so I knew we were a perfect fit. When it comes to prospecting, you need to aim your sights within attainable reach.
2. I did my research, I knew what to take, so when I climbed, I was prepared. More often than not, badly trained salespeople will go in blind, not having researched the company and assume “YOU NEED MY PRODUCT/SERVICE”. Assumption only makes an ‘ass’ of ‘u’ and ‘me’.
3. I knew to get to the summit it was a marathon, not a sprint. I focused on one step at a time. Most sales are made between the 8th and 12th touchpoint, it’s a case of chipping away and building the relationship.
4. Timing is EVERYTHING!! Your prospect may not need your product or service today, but like the weather, things change, and they may need it tomorrow.
5. DON’T GIVE UP – you need to be tenacious, and no is not a no forever, it’s just for now.
Watch the vlog of my climb below.