Sales Success for the Rookie by Steve Lentini

Author:Steve Lentini [Lentini, Stephen P.]
Language: eng
Format: epub
Publisher: Motivational Press
Published: 2016-04-06T22:00:00+00:00

Section 2

Seeds of Success

“We are always harvesting something we planted”

- Steve Lentini

Chapter 11: Use and understand the “Seasons”

Use the examples that Nature provides all around us for free.

Nature provides us with a powerful example of how to have an abundant harvest. In nature, we see four distinct seasons. Spring, Summer, Fall and Winter.

In Spring, the farmer prepares the ground for the planting of the seeds. The salesperson in spring is preparing the ground for his/her future success. How does a salesperson prepare the ground? Make meeting new people every day your goal, not selling them. Your purpose in spring is to prepare the ground and to plant the seeds. Resist the urge to “rush the harvest”. Too often, salespeople attempt selling, or harvesting, the first time they call or meet someone. Prospects usually “pull back” from early attempts to “harvest” or sell. They feel the pressure. Would you stand over a tomato seedling and shout, “Okay now, give me a tomato!”? Of course not. We understand the cycles in nature much better than we do with people, and yet the laws are the same. Prepare the ground, plant the seed and then wait. The same goes for selling. Prepare the ground with research about where your ideal customers hang out. Then plant seeds by meeting them there, where they hang out. You can also prepare the ground with effective marketing, mailing and advertising campaigns. Good public relations and community work also helps, especially when your efforts get noticed and published in the newspapers or in the media.

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