Getting to Yes: The Power of Persistence.

I received a call the other day from a fellow Bentley College alum. He was starting out as a financial advisor and was calling alums to see if they were interested in meeting with him so he could explain his services.

This isn’t the first time I’ve received calls from a fellow alum that was selling financial services, so I suspect someone connected with the school is advising these people. And whoever is advising them is advising them well, because they all understand how to be persistent when talking to a potential client. They won’t let you go (unless you hang up on them) until they get a “yes” from you.

Here’s roughly how the conversation went:

Him: I’m a Bentley graduate that’s just starting out selling financial services and I’m contacting fellow alums to see if they might be interested.
Me: Thanks for the call. I already have a financial advisor so I’m all set. Good luck with your business.
Him: Well many people use us for a second opinion and find our services are better. I’m going to be in your area next week, can I set up an appointment sometime for lunch with you?
Me: I’m really busy around lunch time and it’s really unnecessary.
Him: How about in the evening?
Me: I’m extremely busy during the evening with speaking engagements and other business related activities. I’ve even started cutting back so I can spend more time with my wife and kids.
Him: Well, it sounds like you’ve got a lot on your plate. Can I check back with you in a few months?
Me: Yes.

After I hung up, I knew that this person will be successful because he persisted until he got a “yes.” Sure, he didn’t get a meeting with me, but he got permission to call me back.  I told him “no” three times before he got a “yes.” Many of us quit after that first “no” but the more you persist until you a get “yes” the more successful you’ll be. Not being afraid of rejection is the first step towards success. Being persistent until you get a “yes” is the final step.

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