Heard a story about the Fuller Brush Company founded by Alfred Fuller in 1906. Back in the early days they hired young men out of college, told them to dress in a suit, go door to door, ask the owner if they were interested in buying a brush. When they received a No they checked it off on their clipboard. They kept score of the No's. Just like the NFL, NBA they knew the score of the game at all times. The stats showed for every 10 No's they received a Yes. Sales is a numbers game. Get enough No's and the Yes's will flow. For the successful Fuller Brush sales executive it was a scientific model that when implemented it paid off. They knew if they called on at least 10 homes they were bound to get a sale. 1 out of 10 bought. They had to have courage to accept the No's. Courage is the ladder on which all other virtues mount. The No's excited them vs discouraged them because they new they were getting closer to the sweet sound of a Yes. The successful one's started their days early and ended their days late. I love that. They took it seriously. They believed in their product, they just needed discipline to hustle from door to door and keep the attitude in check knowing that every No pushed them closer to a Yes. I loved hearing this story because it relates to the TankDiesel model. Very scientific, binary. Nothing is left to emotion. You know exactly where you stand when it comes to the score. The Fuller Brush guy knew that when he started out his day, if he called on 100 houses he was bound to receive 10 sales. That is accurate forecasting at it finest. He would tell his leader in the morning how many houses he was going to call on that day and the leader would do the math and know exactly what he was going to sell. Bank it, ATM time!! Leadership at companies such as Alphabet, Alibaba Group, Tencent and Samsung can run an organized, efficient business when they are receiving accurate forecasts from the field. Sales: the great elixir!. Do you know what your success rate is? Do you know how large of a pipeline you need to meet and or exceed your quota? The Fuller Brush sales organization did. Are you getting your fair share of No's so that the Yes's flow? Do not shy away from the No's as they get you closer to the most coveted Yes's.
'Our sales training creates a culture that delivers measurable results. For more information, call TankDiesel at (678) 665-1111.'