Sales Persistence and the Power of Aggressive Positivity
Discover the power of persistence and aggressive positivity in your sales strategies. Learn how to turn non-committal window shoppers into high-value clients with proven strategies and an optimistic mindset.
Why "Forever Chances" Are the Secret to Sales Success
One of our clients texted me the other day:
“How many chances do you give non-committal window shoppers? One lady calls every six months. Acts serious. Says no. Another one is like SIGN ME UP and then, oh wait, can I just get a free XXXX. Two years running.”
I LOVE this question. And you KNOW what my response is going to be: Forever. You give them forever chances. As long as they’re still interested, they’re always your prospective client.
(Dramatic pause for the “So you’re saying there’s a chance?” Dumb and Dumber meme.)
This approach isn’t about being a pushover—it’s about recognizing the potential gold mine in a long game. Case in point: back in my furniture days, I had a customer who visited every three months without fail. She always asked for me, browsed, chatted, pointed to items, and left without buying a thing. Some saw her as a waste of time; I saw her as a future opportunity.
Years later, she walked in and said, “My mom passed, I got her inheritance, and I want to fill my entire house with furniture.” That $75K sale—the largest in the company’s history—wasn’t just luck. It was sales persistence paired with a positive sales mindset.
You don’t get sales like that by giving up on someone. You get them by believing in their potential and showing up consistently.
Aggressive Positivity: It’s a Thing (and We’re Owning It)
At The Middle Six, we call this mindset Aggressive Positivity. It’s more than a vibe—it’s a core value.
Here’s why:
- We believe in you AND your clients. We fight tooth and nail to instill optimism in every client we work with.
- We’re reclaiming the word “aggressive.” Sales gets such a bad rap for being pushy or self-centered. Let’s flip the narrative. Aggressive positivity means you’re confidently focused on your client’s success.
- Optimism is a sales superpower. The moment you let pessimism creep in, you’re toast. Whether you’re trying out new sales techniques or following up with an unresponsive lead, aggressive positivity keeps you going.
: marked by driving forceful energy or initiative : enterprising
an aggressive salesman
Customer Retention Is a Marathon, Not a Sprint
Sales strategies shouldn’t focus solely on instant wins. Building trust over time is key to customer retention. Clients need to see you as a reliable, steady presence—not someone who disappears at the first “no.” A “no” today doesn’t mean “no forever,” and when you’ve got a follow-up process in place, those forever “maybes” turn into big wins.
Here’s the thing: staying persistent in sales doesn’t mean annoying people. It means staying present in a way that’s helpful, intentional, and adaptable to your prospect's needs. Whether it’s a text, email, or social media DM, figure out the communication channel that works best for your client (especially if they’re ghosting you—millennials like me will almost always reply to a text before we answer an email).
This isn’t just follow-up; it’s creating sales strategies that show you genuinely care.
The Right Sales Techniques for the Job
While persistence is crucial, let’s talk about how you can refine your follow-up. Try this:
- Segment Your Prospects. Not all window shoppers are created equal. Some need time, while others need gentle nudges. Track their buying signals and adjust your approach.
- Automate Wisely. Tools like HubSpot can help you stay top-of-mind without feeling overbearing. Set reminders, schedule follow-ups, and track engagement to avoid the dreaded “forgotten lead” scenario.
- Build Confidence with Trial Closes. “We have availability on February 10th and 11th for this service. Should I hold those dates for you?” This gives clients room to commit without the high-pressure pitch.
Having a Positive Sales Mindset
If you’re tempted to write off a prospect because they’re dragging their feet, remember this: every “no” is just one step closer to a “yes.” Sales persistence is less about chasing people down and more about staying consistently visible, helpful, and optimistic.
At The Middle Six, we don’t just train our clients to sell—we show them how to believe in their clients. That belief isn’t just a feel-good mantra; it’s the foundation for sales strategies that drive results, foster customer retention, and turn maybes into $75K sales (or whatever the equivalent of a house full of furniture is for your industry).
So, to answer that text: give them all the chances. Forever.
Your clients (and your sales commissions) will thank you later.
About Lisa Proeber
Lisa Proeber is the force behind The Middle Six®. With more than 20 years of high-performing sales experience, she brings a breadth and depth of knowledge to her solo venture. The Middle Six® is not a gatekeeper; it opens the gates for anybody to learn how to succeed at sales. Sales is not a dirty word; it's equal parts art and science, starting from the bottom up. Ready to become a salesperson with a roadmap in hand? Join us, and let's make waves together.
