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Written on December 11th, 2017 by in Blog

What really separates the average producer from the Big Biller? If I had to summarize the answer in one word, I would use the word, tenacity.

If you look up the word tenacity in a Thesaurus you would see the following words:
• Persistence
• Insistence
• Drive
• Determination
• Steadfastness
• Obstinacy
• Stubbornness
• Resolve
• Firmness

Do any of these words sound like you?

Isn’t that what it really takes? Too often we focus on how many people say yes to us each day, versus hearing enough no responses. If you are not hearing the word no every day of your life in this profession, you are not making enough contacts. Anyone in sales knows every no or rejection, is one step closer to closing a sale. You can’t take the rejection personally.

Look at your year-to-date income. Are you thrilled or disappointed? The good news is you have total control over what you will earn for the rest of this year. Your Owner or Manager doesn’t write your paycheck – you do. You are paid for your performance. The current gas and grocery prices are really difficult for people with fixed incomes. We just have to place one more person in a job.

When you are rejected just adapt the attitude “So What, Now What, Next!” If you experience a no-show, no start or offer turndown instantly switch to the solution, rather than dwell on the problem. Let your brain switch instantly to the word Next!

Ten percent of your success in this profession is based on what happens to you and 90% of your success depends on how you react. In the extremely fast-paced staffing segment of our profession, you don’t have the luxury of taking time to get over disappointments. It is empowering to realize that you have 100% control over how you choose to react. Not reacting at all is the best decision.

Do you realize it takes six contacts to earn name recognition? You wonder why you are not writing more jobs, contracts or assignments and your targets don’t really know you or what you have to offer. Too often you walk away, just before you succeed.