You nailed the demo, sent a killer proposal—and then disappeared for a week. Sound familiar? In Chapter 5 of Sell It Like a Mango, Donald C. Kelly explains why that vanishing act quietly kills more deals than any pricing objection ever could. Success, he insists, goes to the professional who shows up today, tomorrow, and every day after that. Let’s unpack how unwavering consistency becomes your greatest trust‑builder and deal‑closer.
People buy from those they believe will still be around after the invoice is paid. When you appear regularly—whether through follow‑ups, content, or quick “just checking in” value drops—you signal reliability. Over time, that steady cadence turns prospects into partners.
Ask yourself: Would I trust a doctor who cancelled half my appointments? Your prospects feel the same about sporadic sellers.
One email won’t flip a deal, but 30 days of value‑rich touches move mountains. Each outreach:
Miss a day, and the flywheel slows. String consistent days together, and the pipeline hums on autopilot.
Kelly admits he once struggled to prospect consistently—until he installed a strict routine. Borrow the blueprint:
Execute this sequence before checking social feeds or internal chats. Finish, then let the rest of the day unfold.
Without tracking, consistency is just a vibe. Log calls, emails, LinkedIn touches—whatever counts as “showing up” in your world. Review the numbers weekly. Patterns will jump out:
Adjust, repeat, refine.
Some days you’ll book three meetings; others, you’ll collect polite rejections. Either way, honor the action:
Tiny dopamine hits keep the engine running when big wins lag behind.
Back when Kelly sold mangos, foot traffic ebbed and flowed. He fought the urge to pack up early on slow days. By showing up every afternoon without fail, he became a fixture. Shoppers learned they could count on him for fresh fruit at any hour, and word spread. The same principle scales to million‑dollar SaaS deals: persistence breeds reputation; reputation breeds revenue.
Remember: the marketplace seldom rewards the one‑hit wonder. It champions the professional who appears again and again, rain or shine, bringing value every single time. So set the alarm, open the CRM, and keep showing up—because consistency isn’t flashy, but it’s unstoppable.
Chapter 6 “Selling to the wrong people wastes time. Success starts with finding the right prospects.” — Sell It Like a Mango, Donald C. Kelly You can have the slickest pitch and the best‑priced product on the planet, but if you’re talking to people who don’t need what you sell, you’re stuck on a treadmill: […]
Chapter 5 You nailed the demo, sent a killer proposal—and then disappeared for a week. Sound familiar? In Chapter 5 of Sell It Like a Mango, Donald C. Kelly explains why that vanishing act quietly kills more deals than any pricing objection ever could. Success, he insists, goes to the professional who shows up today, […]
Chapter 4 Ask any top seller about their most humbling moments and you’ll hear a chorus of polite—and sometimes not‑so‑polite—“no thanks.” In Chapter 4 of Sell It Like a Mango, Donald C. Kelly reframes those stinging moments as stepping‑stones. Rejection, he insists, is rarely the end of a deal; more often, it’s an invitation to […]
Chapter 3 Your alarm pings at 6 a.m. You brew the coffee, open the CRM, and brace yourself for a fresh round of dials. But there’s a question humming beneath the surface of every task: Why are you doing this? In Chapter 3 of Sell It Like a Mango, Donald C. Kelly argues that purpose […]
Chapter 2 In Chapter 2 of Sell It Like a Mango, Donald C. Kelly turns the classic sales stereotype on its head. Selling, he argues, isn’t a slick game of persuasion—it’s an act of service. When you approach every conversation as a chance to solve problems and create value, quotas follow naturally. Below is a practical deep‑dive into this “service‑first” philosophy and […]
Chapter 1 How a childhood of mango hustles became a masterclass in modern selling— and how you can tap the same island‑forged mindset to land (and keep) your dream customers. A Morning in Kingston, a Lifetime of Insight Picture this: sunrise over Kingston Harbour, reggae drifting from a battered radio, and a cloud of ripe‑fruit […]
