Tenacity

TENACITY

On my team we are reading a book about challenging buyers. It’s a good read and well worth the time for one wanting to develop their acumen. If we really want to get to first principles about why we read books like this or articles like you are reading now it’s because you are searching for that edge that will make you better than your competitors. That desire alone is a great indicator that you will be a top performer. What books, articles, podcasts, motivational speakers cannot teach you, however, is how to have the tenacity to charge day in day out. 

Sales is a brutal undertaking. Rejection is stifling, ego bruising and potentially detrimental to ones general well-being. Why though do the top performers still pursue and choose to make sales a career? The answer is simply a high level of tenacity. This hard charging relentlessness to win dramatically overshadows rejection. The tenacity overshadows rejection so much so in fact that we rarely hear about the losses from top performers. That is not say these sales professionals forgot about losses. They remember every one and learn from them, but the wins are what keep them coming back for more. I would venture to say that even the wins get overshadowed by the next potential win. Key word being potential. You know you’ve encountered a top performer when the ‘potential’ for a deal is what is driving them. That is tenacity. That is relentlessness. That is the thrill of the hunt. That is what books attempt to say and teach, but instead beat around the bush. You wouldn’t buy the product if it was 1 page that said you should not waste your time reading this entire book if you don’t feel alive amidst the hunt, unless you really get your jollies from feeling like you are developing your professional acumen.

I think all the books, articles like this and podcasts enhance the edge we are looking for, but more simply remind us to do what we already know we should be doing.

Stoked!