Is there a secret to follow-up? No. Is there a best way to follow-up? No. Why do people
quit too soon? Big question. Do you quit too soon? Bigger question.
Here are some insights on persistence that have been written about for decades and are
still applicable in our sales process today.
Persistence is a state of mind, therefore it can be cultivated. Like all states of mind,
persistence is based upon:
a. Definiteness of purpose. Knowing what one wants is the first and, perhaps, the most
important step toward the development of persistence. A strong motive forces one to
overcome many difficulties.
b. Desire. It is comparatively easy to acquire and to maintain persistence in pursuing the
object of intense desire.
c. Self-reliance. Belief in one's ability to carry out a plan encourages one to follow the
plan through with persistence.
d. Definiteness of plans. Organized plans, even though they may be weak and entirely
impractical, encourage persistence.
e. Accurate knowledge. Knowing that one's plans are sound, based upon experience or
observation, encourages persistence; "guessing" instead of "knowing" destroys
persistence.
f. Cooperation. Sympathy, understanding, and harmonious cooperation with others tend
to develop persistence.
g. Will-power. The habit of concentrating one's thoughts upon the building of plans for
the attainment of a definiteness of purpose leads to persistence.
h. Habit. Persistence is the direct result of habit. The mind absorbs and becomes a part of
the daily experience upon which it feeds. Fear, the worst of all enemies, can be
effectively cured by forced repetition of acts of courage.
How to Develop Persistence.
There are four simple steps, which lead to the habit of persistence. They call for no great
amount of intelligence, no particular amount of education, and little time or effort.
The necessary steps are:
1. A definite purpose backed by burning desire for its fulfillment.
2. A definite plan, expressed in continuous action.
3. A mind closed tightly against all negative and discouraging influences, including
negative suggestions of relatives, friends and acquaintances.
4. A friendly alliance with one or more persons who will encourage one to follow through
with both plan and purpose.
