“Success is not final, failure is not fatal: It is the courage to continue that counts.” -Winston Churchill
Winston Churchill was credited for the quote, “Never Give Up”. There are many variations and interpretations of this phrase by other famous figures; such as, Albert Einstein, Vince Lombardi and JK Rowling. Basically, it is a universal and timeless message that has been shared by many individuals throughout history.
The same philosophy applies to salesmanship. If we do not experience failure, how will we know success? Unfortunately, as children and young adults, we may have been taught that to not succeed is failure. If we follow the wisdom of the many individuals that believe in “never giving up”, we see that each time we do not succeed, we’ve taken another step toward success.
If opportunity knocks and we ignore the lesson learned from failure, then we will never learn the lesson which is what NOT to do next time. Sales, like most things, is a process. If the process fails, it is not you. It is the steps you used to sell Payment Protection. Simply put, if you are not successful, change the process. Here are just a few ways to ensure you are on the right track to success:
1. Record your Payment Protection presentation. Play back and take notes of what worked and what did not work.
2. Have a co-worker and/or supervisor listen to a “live” Payment Protection presentation and provide you with feedback. Then execute the changes.
3. Observe successful Payment Protection sellers in your institution and/or region.
4. Think of a time when you offered Payment Protection and your customer bought. What did you say/do to be successful?
5. Review the process you used after you presented Payment Protection. Change what did not work and continue using the ones that were successful.
In short, find the success in yourself and remember that if your customer doesn’t buy, you didn’t fail. You learned what you need to change the next time! Download PDF version here
