Articles From Dean Lindsay View Profile

Share this Article

    Dean Lindsay, PROGRESS TAKES PERSISTENCE: How to not Give Up!

    Nothing in the world can take the place of Persistence.

    Talent will not; nothing is more common than
    unsuccessful men with talent.
    Genius will not; unrewarded genius is almost a proverb.
    Education will not; the world is full of educated derelicts
    Persistence and Determination alone are omnipotent.
    - Calvin Coolidge


    Many highly revered books on the subject of selling contend that it takes five to 10 follow-up actions with a prospect to make the first sale. Obviously, persistence is a key ingredient for sales success.

    But persistence is key to everything in life and business: from meeting a deadline to losing 20 pounds; from providing excellent customer care to finishing a triathlon.  The greatest skills in the world are useless unless combined with the correct amount of persistence. That amount… a bunch!  Consider:


    Persistence is a Byproduct of Passion.

    If you see persistence, passion is at work. Passion leads to a zest for the pursuit. Plus, passion is extremely attractive. Passion is dramatically damaged by discouragement, cynicism and apathy. If you are going to be a top sales pro you must eliminate these from your vocabulary and behavior. The challenge is that facing what could be many months of sales effort can be discouraging and lead to a loss of passion. Don’t focus on the long sales process. Instead break it into a series of short steps.


    Sell Yourself on Your Sales Goals.

    To keep the passion, constantly remind yourself of the benefits you are expecting from your efforts. Keeping your thoughts constantly on the benefits of your sales goals will allow you to dispense with failure quickly and decisively re-adjust your sales efforts.


    Persistence is Not Pushy.

    Persistence is sometimes confused with being pushy and a lack or respect for the prospect. Sales persistence demands respect for and good rapport with your prospects. It is much easier to follow-up with someone you have a good relationship with. Your ability to follow-up will determine your success in sales. If you ever feel that your prospect is pulling back because of your follow up, you may want to try saying something like, “I don’t want to seem over eager or as anything less than professional. How would you like me to follow up with you?”


    Keep Your Sense of Humor.

    Professionals who maintain a sense of humor gain respect. Plus it’s good for you. When you laugh, you release endorphins in the brain that make you feel better. You have more energy to tackle sales challenges. People are drawn to people that are upbeat and have a positive jovial frame of mind.


    Do Not To Take Rejection Personally.

    I know this is tough, especially when you have passion for what you do. But consider that a huge reason so many sales people never persist is they take every sales rejection, setback, or failure personally. To an unhealthy degree, they equate the success their product or service with their personal self-esteem and thus each business setback becomes a personal failure. Work hard to get out of the limiting habit of beating yourself up mentally when you can’t get to the decision maker, when the presentation does not go well, when you forget to pop an Altoids in your mouth after that lunch of garlic and onions. By focusing on blaming yourself, you are seriously breaking down your level of resolve and persistence and believe me there are plenty of other people out there who are only too willing to do that for you. Give yourself a break. You ain’t perfect and wouldn’t the rest of us feel weird if you were.


    Things Can and Do Go Wrong.

    Each lost sale, missed opportunity or A / V problem should not be allowed to become an emotional ‘downer’. Self pity is not part of a rocking sales professional’s make up. Re-frame the setback to your advantage. Invest the time in stepping back and analyzing what went wrong. Play the event back in your mind and try to find the words or solutions that might have made the difference. Consider that by eliminating another sales idea that didn’t work, the path to sales success became clearer. Pay constant attention to implementing necessary changes in marketing and sales strategy, while keeping long term goals the same.


    Go. Do Try.

    The average, self-made millionaire in this country was broke, bankrupt or financially destitute 3.7 times before becoming a financial success (I’ didn’t make that up, but I read it somewhere). Even Wal-Mart, a two billion-dollar corporation founded from nothing, had to struggle to avoid financial collapse in the early days. But Sam Walton was extremely extremely persistent and I hear Wal-Mart is doing pretty good these days. Don’t quit. Keeping doing something you believe will lead to progress. We haven’t lost until we quit trying. As the Japanese proverb teaches, the eventual winners are those who ‘fall down seven times, get up eight.’


    Be Progress.

    Dean Lindsay is the author of The Progress Challenge: Working and Winning in a World of Change
    and Cracking the Networking CODE: 4 Steps to Priceless Business Relationships.

More Articles From Dean Lindsay » See Yourself as Others See You
Share this Article



  • The Nebraska Hospital Association along with numerous other state hospital associations have enjoyed a long-standing relationship with Executive Speak...
    The Nebraska Hospital Association
  • The event was EASY Cake! and it went over very very well.  Thank you so much for the help and organization, it made my life very easy. 
    Boys & Girls Club
  • "It was a great pleasure to work with you in making this event a success. Your professionalism, attention to detail and response to all my questions a...
    Fellowship of Christian Athletes
  • "WOW, is all I have to say and thank you!  Our event was a huge success and you never steer me wrong, both David Cottrell and Ryan Estis were exc...
  • We could not have done it without you.  Thank you for the outstanding suggestions.  The speakers were by far the best we have ever had.
  • "You made my job so much easier! You are the only bureau I will use."     
    Sigma Systems
  • "The group that I work with to obtain all of my keynote speakers is Executive Speakers Bureau and I can tell you that I don’t like working with ...
    Indiana Youth Institute
  • "Let me just say again, what a pleasure it is to work with you and ESB. You really make it harder for others to reach the bar."
  • "Everyone loved Bob and he was so nice on site. Thank you for all you did. The process was so easy and we will definitely work with you again next yea...
  • Thanks to Richard and Jo for all the coordination. Another homerun from Executive Speakers Bureau!  
    Wisconsin Hospital Association
  • I’ve used the services of a number of speakers bureaus in the past. However, my current experience working with the Executive Speakers Bureau ha...
  • "I wanted to share with you feedback of my experience in working with Executive Speakers Bureau.. Very responsive and detail oriented.  When I wa...
  • "I want to thank you for helping with our Principals Day event. Marshall Goldsmith was excellent. Not only is Marshall the consummate professional, be...
    Burns & McDonnell
  • As always, you deliver excellent service. Thanks!
    Camden National Bank
  • "My mind was very much at ease knowing that Jack Uldrich was so well prepped.  I will definitely use your agency again."  
  • "Richard, Your ability to put me in front of just the right group again and again, is nothing short of amazing. You work your tail off, you sweat the ...
    Alan Hobson
  • You ladies really are the BEST!  After this event I am going to be on the hunt for keynote speakers in May.  I really want to work with you ...
  • "OMG Richard! As always you make me look like a rock star. Every single speaker we selected hit it out of the park. Thank you again. Can't even say wh...
    Arizona Hospital and Healthcare Assn.
  • "We not only went 3 for 3 but I'd say they were all home runs! Thanks for your help on the speakers. It was a key and very positive component of our c...
  • "I appreciate your recommendations.  In addition, you are always a pleasure to work with and understand the pains of an over worked meeting plann...
  • "Thank you so much for all your help in putting this together on such short notice. I will definitely use your services again in the future."
    Applied Materials
  • Everything went really well and we really enjoyed having Jack Uldrich as our speaker!  He was entertaining and funny and provided great examples....
    Novo Nordisk
  • "This year’s speaker line-up at our Summer Meeting was the best yet. We knocked it out of the park. Thanks for all your help securing such excel...
    North Carolina Hospital Association
  • "My entire team has enjoyed the experience of working with you and ESB more than words can express. Everything was handled in a professional and timel...
    Cregger Company
  • Thank you to both of you for everything surrounding Mr. Will as our special guest. I suspect, soon, I will be in touch regarding our next event. 
    Oxford Financial
  • Bridgeworks was awesome!!! Great feedback from all!! Thanks for all of your collaboration and positive we'll use you in the future.  
    Johnson & Johnson
  • We truly appreciate the excellent support and attention to detail we have received from Executive Speakers Bureau.  They have provided us with so...
  • “Thank you guys it was a pleasure working with you.... You made the whole process easy. Thanks again”
  • "I will be sure that all involved know what a wonderful resource you have been. The universe smiled on me when I discovered Executive Speakers and you...
    Ocala Eye
  • "As I mentioned before, your engagement model was incredibly easy to work with, and I know we came to you on short notice!  I would highly recomm...
    Capitol One
  • "We loved our speakers. Thanks to you and your team for your outstanding service and thank you for your patience!"

    National Association of the Blind
  • "Let me tell you that the ESB team and Christine's responsiveness, follow up, proactivity, industry knowledge, and overall customer service was phenom...
    Clear Link
  • "I shared with Kaplan [Mobray] that I had never had this type of experience with ANY vendor I have worked with in the past. Your responsiveness to urg...
    Gates Corp.
  • Thanks to you, Jo and the rest of your team.  You are the BEST.  Knowing you are behind a speaker allows us the luxury of concentrating on o...
    Ohio Hospital Association
  • "I LOVE this list that you sent me! I emailed several different places on Tuesday an...
  • I want to thank you for all of your assistance you and Jenny were wonderful. If it had not been for you sending me suggestions I would not have found ...
    West Virginia Tourism
  • Our bank has held an annual business and economic conference for the past 9 years.  We have worked with Executive Speakers every year and I have ...
    First Midwest Bank
  • "Your tenacity and persistence in staying in touch with us is a model example of good salesmanship and partnering.  I will be using you as an exa...
    Schneider Electric
  • "Thanks to you and Jo for all your efforts.  Connie Podesta and Roger Dow were great!"   
    National Apartment Association
Need Suggestions? Have Questions?

Need Suggestions? Have Questions?

Call us to discuss how we can help find the right speaker for your organization.

Get Ideas in 2 Hours or Less

Please fill in information below

Executive Speakers Bureau consistently receives praises about our speed and efficiency. From the beginning of your event planning, our extensive online speaker database and resourceful staff allow us to quickly equip you with the best speaker for your event.

Need a last minute speaker? No worries. Our speed and efficiency help us give you ideas for speakers in two hours or less.

Privacy by SafeSubscribeSM