Welcome back to the Paycast Network. We’re diving back into the trenches with our favorite sales veterans, Steven Morris and Jason Isidore, for part two of our deep dive into what it actually takes to succeed in sales. If you missed part one, go back and catch up—but if you’re ready for the gritty details on persistence, visualization, and the art of the “long game,” you’re in the right place.
Want to hear the full conversation? Check out ‘The Long Game: Closing Deals That Don’t Want to Be Closed’ on Spotify or Youtube. Follow along with the Paycast Network on social media HERE.
Not a fan of the headphones? No problem. Here’s the breakdown of everything we covered.
The Art of Persistence: Navigating the Long Sales Cycle
Sales isn’t always about the quick win. Sometimes, it’s about the long game. Jason shared a story about a six-month sales cycle with a commercial door company, highlighting that while we often crave immediate results, patience and persistence can lead to fruitful outcomes.
Steven took it a step further, recounting a four-year pursuit of a client named Michelle. Despite being repeatedly rejected and even “kicked out,” Steven remained consistent, checking in every 90 days. His dedication paid off when Michelle’s current provider dropped the ball, and she turned to the one person she knew was reliable: Steven.
Key Lesson: Consistency and reliability are often more important than a flashy pitch. Your persistence shows potential clients how you’ll handle their business.
Visualization: The Mental Side of Sales
Jason, drawing from his background in baseball, emphasizes the power of visualization in sales. Just as he would visualize a successful at-bat, he now visualizes a successful sales meeting.
“I’ll lay on my bed some mornings and I’ll just visualize how it felt to close that deal. In my mind, I’ll play back some of those great sales meetings… and for me, that’s helped me become a success… because I’ve been there, I’ve done that, I can do it again”.
The “Little Things” That Make a Big Difference
Beyond the tactics found in sales books, it’s the personal touches and genuine relationships that often seal the deal.
- Responsive Communication: Responding quickly to texts and emails builds trust and shows you value the client’s time.
- Going the Extra Mile: Steven and Jason discussed the importance of small gestures, like sending holiday cards and gift baskets to clients—something many other processors don’t do.
- Authenticity: At the end of the day, people buy from people. Being your authentic self is crucial because, as the guests noted, “They know who you are before they know the company you represent”.
Unexpected Wins: From Coffee Shops to High-End Steakhouses
Sales opportunities can appear in the most unlikely places. Our host shared a story of a client in a small cocktail bar who eventually led him to a deal with Ruth’s Chris Steakhouse. Steven recalled a chance meeting on a plane to Philadelphia that resulted in a $19,000 commission.
The Takeaway: You are your company. Every interaction is a potential sales opportunity, even when you’re not “on the clock.”
Knowing When to Walk Away
A critical skill for any salesperson is knowing when a deal just isn’t right. For Steven, it comes down to a simple question: “Is the juice worth the squeeze?”. If the potential profit doesn’t justify the time and effort, or if there’s a lack of a personal connection, it might be time to move on.
Jason shared his structured process for following up with clients, usually lasting about a year. If he hasn’t closed the deal after a year of consistent follow-ups, including a personalized holiday card, he knows it’s time to focus his energy elsewhere.
Advice for Sales Trainers
To wrap up the episode, we asked Steven and Jason for one piece of advice for those training the next generation of sales professionals:
- Steven: “Teach your sales people how to solve problems. You solve problems, you’ll never have to worry about money”.
- Jason: “Teach your sales trainer how to allow people to connect, allow people to be themselves… be yourself, be genuine, and everything will fall into place”.
Thank you for tuning in to the Paycast Network! We hope these insights and stories inspire you in your own sales journey.