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The above quote, "Eighty percent of success is showing
up." is from Woody Allen. It was particularly appropriate
this past weekend.
I went to take a dance class. My favorite teacher was back
in
town for a short time. I was thrilled and ready to dance!
This
teacher is incredibly talented, an excellent dancer, good
choreographer and her class is high energy and fun! I had
often
wondered why she was not more successful as a teacher or why
she
never got into a decent dance company.
I rearranged my entire schedule to be there. So did a number
of
her students. One cut short her holiday weekend with her parents
to get on a plane and fly back in time for the class. Another
rearranged her work schedule, going in to work at 4:00 a.m.
in
order to be done in time for the afternoon class.
The class never happened. My favorite teacher called in "sick"
at
the last minute.
When she taught regularly in New York City this teacher had
a
habit of canceling classes at the last minute. She'd been
gone
for six months and was scheduled to teach only four classes
over
the holidays. So far she's only made it to the first class.
She
called in sick for the second. Was she sick? Perhaps and who
cares?
I'll never again rearrange my day to take her class. I know
several other dancers who also will never again rearrange
their
days for her and even more dancers who will simply never take
her
class again! Now I understand why this teacher never got very
far
in the dance world.
I was raised on the old show business adage, "The show
must go
on." It has served me well. As a young dancer it was
drilled into
my head that the audience didn't care how I felt. They were
there
to see me dance. They'd paid a lot of money to see me dance
and
it was my responsibility to be at my best, no matter how I
felt.
While that "nobody cares how you feel" message
may not be the
best message for a child, in business and in sales it's the
truth.
Your prospects and customers want what they want when they
want
it. It is your job to deliver. If you do not, they will find
another source.
The first rule of prospecting and selling: Show up.
Most sales are made between the 7th and 12th contact with
a
prospect. Most sales people stop at about three to four contacts.
All you have to do to sell more is show up a few more times!
Want to build trust and rapport? Show up. Keep showing up.
Do
what you say you're going to do when you say you're going
to do
it. No excuses. Prospects and customers like and trust people
who
do what they say they're going to do, when they say they're
going
to do it!
Want to close the sale? Show up and ask for the order. If
you do
not get the order that time, show up and ask again.
It doesn't matter how smart you are. It doesn't matter how
talented you are. It doesn't matter how great your product
is. If
you don't show up, nothing else counts.
Success is the ability to go from one failure to another
with no
loss of enthusiasm."
--Sir Winston Churchill
Copyright 2004, Wendy Weiss. This content may be forwarded
in full with copyright intact. www.wendyweiss.com
Wendy Weiss
"The Queen of Cold Calling"
Sales Training/Sales Coaching
**Gain confidence, reach more prospects, close more sales
and make more money.**
PO Box 20664
London Terrace Station
New York, NY 10011
212-463-8212
Visit http://www.wendyweiss.com
today to learn more about our services and read testimonials
from clients. Call 212-463-8212 or e-mail wendy@wendyweiss.com
for a complimentary consultation.
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