{"id":3233,"date":"2017-03-08T06:43:36","date_gmt":"2017-03-08T11:43:36","guid":{"rendered":"http:\/\/www.jcmcom.com\/jcmblog\/?p=3233"},"modified":"2017-03-01T15:43:27","modified_gmt":"2017-03-01T20:43:27","slug":"what-is-the-most-underrated-attribute-when-it-comes-to-success-in-sales","status":"publish","type":"post","link":"http:\/\/www.jcmcom.com\/jcmblog\/2017\/03\/08\/what-is-the-most-underrated-attribute-when-it-comes-to-success-in-sales\/","title":{"rendered":"What is the Most Underrated Attribute When it Comes to Success in Sales?"},"content":{"rendered":"

Today we will talk about positive persistence<\/strong><\/em>\u2014and the patient pursuit of your \u201cdream client.\u201d<\/em><\/p>\n

Sometimes you\u2019ll need to pursue a client for many years before you have the opportunity to bring them on into your fold.<\/p>\n

There I said it … many years.<\/em><\/p>\n

For example, I pursued my \u201cdream client\u201d<\/em> for six years before my competitor got out of the business. It was then that I was able to be there and immediately fill the void. Suffice it to say, our team elevated my \u201cdream client\u2019s\u201d<\/em> business almost immediately\u2014mostly because we were very familiar. This client has resulted in millions of dollars in revenue because at present, they have been with our company for many years now. So believe me now and hear me later …<\/em><\/p>\n

No one should ever say \u201cthat you are sharing too much value … you\u2019re providing too much help … or<\/em> that you care too much.\u201d<\/strong><\/span><\/p>\n

Positive persistence<\/strong> <\/em>is what I call \u201cthe longest of long games.\u201d It requires patience where you never give up. Never give in. never go home.<\/em> You must be positively persistent<\/em><\/strong> over the long haul. And like the fictitious \u201cRoadhouse cooler James Dalton\u201d said sincerely … \u201cJust be nice.\u201d<\/em><\/p>\n

It\u2019s that positive persistence<\/strong><\/em> that ultimately pays off. Specifically when there\u2019s a compelling reason for your \u201cdream client\u201d<\/em> to make a change. You then are the person who has been nurturing the relationship. You are the person that\u2019s been a part of their \u201cmind share\u201d<\/em> and by giving them ideas, you own \u201ctop of mind branding.\u201d<\/em><\/p>\n

That\u2019s the key to ultimately getting \u201cwallet share.\u201d<\/em><\/p>\n

Mind share = wallet share.<\/strong><\/p>\n

So be there when something happens and your \u201cdream client\u201d<\/em> finally needs you \u2026 and don\u2019t just rely on chance.<\/p>\n

While you patiently wait, you have to have done the work by being known to your \u201cdream client\u201d<\/em> by positioning yourself as a \u201cvalue creator.\u201d<\/em><\/p>\n

So nurture your \u201cdream client\u201d<\/em> and patiently pursue until you eventually have the opportunity to be their greatest asset.<\/p>\n

It\u2019s not easy and it takes a lot of effort on your part. You will probably hear \u201cNO!\u201d more times than you want to.<\/strong><\/p>\n

However, this is what it truly takes to succeed in sales.<\/p>\n

I\u2019m Joseph Cekauskas\u2014have a blessed day!<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

Today we will talk about positive persistence\u2014and the patient pursuit of your \u201cdream client.\u201d Sometimes you\u2019ll need to pursue a client for many years before you have the opportunity to bring them on into your fold. There I said it … many years. For example, I pursued my \u201cdream client\u201d for six years before my […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"footnotes":""},"categories":[1],"tags":[],"_links":{"self":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3233"}],"collection":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/comments?post=3233"}],"version-history":[{"count":7,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3233\/revisions"}],"predecessor-version":[{"id":3242,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/posts\/3233\/revisions\/3242"}],"wp:attachment":[{"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/media?parent=3233"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/categories?post=3233"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.jcmcom.com\/jcmblog\/wp-json\/wp\/v2\/tags?post=3233"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}