Comments on: Persistent or Stubborn?

By: Patricia Romboletti

Patricia Romboletti — Thu, 29 Oct 2009 02:25:20 +0000

Before I began my executive search career, I was in a sales leadership position. In that role, I conducted a reference check to a client of a candidate and was told by that reference that one of her best qualities was that she was “politely persistent”. I hired her, and she went on to become the Rookie of the Year and always ended up in the top 10 rankings.

I think the client’s comment said it all. Persistence does require a certain “politeness” but what was ultimately her winning characteristic was that she knew when to “hold them and when to fold them” and I suspect that is why she could be so polite. She actually possibility possibility the most important instinct for a sales person—the instinct that tells them that they have a product or service that their prospect genuinely needs.

When I trained my sales team to “cold call” for appointments, I always suggested to them that they should pretend that they were calling to let someone know that they had the cure for cancer. Once they got into that mindset, they were super-charged for the task and were persistent. It was the fact that they could genuinely see how important such a call would be that made them persistent. That one perspective turned a group of reluctant callers into the greatest group of sales people I have ever managed.

By: Bob Burg

Bob Burg — Thu, 29 Oct 2009 01:58:12 +0000

Thank you, everyone, for your comments and feedback. Appreciated as always!! (Cameron, glad you’re enjoying the Winning Without Intimidation book. Let us know the outcome of your situation.)

By: Laura Sterling

Laura Sterling — Wed, 28 Oct 2009 21:25:07 +0000

Thanks for making your point. You were defining the “Difference” between Persistent and Stubborn and i got a bit off track i think.

The stubborn dog, lets call him John, would say something like “I know exctally where the bone is. I do not need any help finding it, as a matter of fact i know everything i need to know about bones so dont try to educate me on them”.

While Bob the Persistant Dog is warm and cozy at home, John the Stubborn Dog, digs for his bone late into the night, in that one spot he was so certain of, never checking the facts. Discouraged, John finally crawls home hungry, cold, dirty and WRONG.

By: Cameron

Cameron — Wed, 28 Oct 2009 19:45:05 +0000

I love it! I was just about to send off a letter appealing a denial of a previous request, knowing that I needed to be persistant. I re-read WWI (one of my favorites) and completely changed the tact of my letter. I have a feeling that using Bob’s proven techniques my letter is now more polite, respectful, edifying AND persistent and will result in a much better outcome. Thanks again, Bob!

By: Jody Maley

Jody Maley — Wed, 28 Oct 2009 18:31:12 +0000

I’ve always liked the P.I.G. statement

Perseverance Integrity Guts!!!

and I really do agree with you….persistence is Positive!
Great reminder!

Jody In Beautiful BC