“Success consists of going from failure to failure without losing your enthusiasm.”

Winston Churchill uttered this nearly perfect definition of sales work — and probably of life itself.

We work in the failure profession.

Nobody fails more than us salespeople, not even baseball players, who can fail 70% of the time and go to the Hall of Fame.

We fail more than this.

In our profession, if you fail 85% to 90% of the time, you’re one of the very best.

This means that the best of us experience nine rejections for every success.

We get rejected for a living! We are professional overcomers of constant failure.

This means that we cannot avoid the no’s because they are requisite to the job…and also to the sale itself.

If you are not hearing no a lot, you are not asking for the business a lot, which means you are also not hearing yes very much at all.

We need nine no’s for every yes.

Don’t avoid the no’s.

Chase them. Fail enthusiastically.

Because each no brings you closer to the next yes.

Would you like to energize and motivate your customer-facing team? I would be happy to discuss a sales kickoff, keynote, or workshop with you. Call me at 847-459-6322 to talk about it, or simply reply to this email. Thank you.