Green Eggs and Successful Sales

 4 words — Massive Rejection Equals Success.

A Top Producer is the person who hears the most “No’s”. To realize profitable weekly sales results, every customer “no” gets you closer to a sale — “Yes”!

“Some people fold after making one timid request. They quit too soon. In sales there are usually four or five ‘no’s’ before you get a ‘yes’. If you are not moving closer to what you want in sales (or in life), you probably aren’t doing enough asking”.    Jack Canfield

A perfect sales training manual to prepare you for the no’s you are sure to encounter on your way to a challenging 2014 is “Green Eggs and Ham”, by Dr. Seuss.

Sam-I-Am is the main character trying to convince his friend to taste an unfamiliar plate of green eggs and ham. Unfazed by the constant series of no’s he receives, Sam-I-Am simply offers the same product again-n-again, only in a different package: in a boat, with a goat, in a box, with a fox, etc…A Master Salesperson Never Hears No.

Winners focus on selling, not on not selling.

Equal wisdom is found in the second character of the book (the customer), who is unwilling to try anything new with Sam-I-Am. He constantly says “no”, even though he admits to never having tried green eggs and ham. The customer finally decides to taste-test the product just to appease the salesperson. To his surprise HE LOVES GREEN EGGS AND HAM –  a Win-Win!

Become a “Sam-I-Am” sales professional. There are PLENTY of leads, sales opportunities, in 2014! Wait a minute, instead of Sam-I-Am, I like the name, Pro. Pro-I-Am describes a sales expert who puts basic, time-proven sales techniques of plain ole’-fashioned raw-bone perseverance, combined with sales presentation adjustments, into practice each new day.

Take a lesson from a children’s book.   Are you as effective and determined, in sales, as Sam-I-Am?

Any insurance professional, who is not being persistent, relentless, unstoppable in their sales career, has not even graduated from a “Kindergarten” class of sales school.

Massive Rejection Equals Success!!

Troy Clark, Ph.D.