Selling Fearlessly: A Master Salesman's Secrets For The One-Call-Close Salesperson by Robert Terson

Author:Robert Terson [Terson, Robert]
Language: eng
Format: mobi
Publisher: Winthrop & Foster Publishing
Published: 2012-09-25T14:00:00+00:00

26

Saturation Point

“He that has satisfied his thirst turns his back on the well.”

Baltasar Gracian (1601-1658)

Every salesperson has weekly, monthly, and yearly income targets to shoot for, and it’s vital that she hits them. So much is at stake: money, ego, status in the company, rank amongst colleagues, peace of mind, that new vacation home in the Upper Peninsula. The target numbers are embedded in her subconscious, constantly popping into her conscious mind, reminding her of what she must accomplish.

Feeling No Pain

Let’s say her weekly target is $15,000 sales volume, $5,000 income—if your remuneration percentage is greater than 33%, you’re doing better than most. She hits her target Wednesday, on her final presentation of the day. Wow, the week is really looking sky blue, and just think—she has two more days to pile it on, rocket that number into outer space; she’s feeling no pain. As the Greeks would say, OOMPAH!

Everything is bright and shiny, right?

Well, not entirely…

Just Gravy

You see, she’s reached her saturation point, too—the level at which her subconscious tells her any more business this week is just gravy. Oh, she daydreams about more, but if she goes blank Thursday and Friday, what would be so terrible? She’s there, man. That glow she’s feeling is a narcotic numbing her hunger. It’s such a comfy feeling, like sleeping in on a cool Sunday morning. More business would be lovely, but she doesn’t need it like she needed that first $5,000, which is comfortably safe on the scoreboard. She’ll continue presenting Thursday and Friday, but won’t push quite as hard or hang in there as long. The worst part is that she won’t consciously be aware of it.

It’s Universal

Every salesperson has her saturation point; it’s a law of Mother Selling Nature. The trick is to be aware so you can try to combat it.

Good luck with that. “It’s not nice to fool Mother Nature”—or so the Chiffon margarine commercials told us.

Did I have a saturation point?

Yes I did; however, I like to think my work-schedule discipline and killer instinct insulated me from its aftermath. (We’ll discuss killer instinct in Part IV, Chapter 42.)

Think of a saturation point as a subtle headwind, which picks up strength as your earnings increase.

It isn’t deadly as Achilles’ heel, but it is a chink in your armor. My mother used to say, “To be forewarned is to be forearmed.”

When you’re ahead it’s time to pour it on!

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