To start off 2010, I’d like to share a UnCommon Sense secret you can implement today that will guarantee more sales.  This secret requires no new skills or training.  Anyone can do it. 

If your sales team is like most, you have several members who miss out on a lot of revenue (and profit) simply by GIVING UP TOO SOON.  Most salespeople bail out way too early.  They’ll take the sales that come to them, but they don’t do the small amount of work it takes to go and get all the rest.

The following statistics are hard to believe, but paint an amazing picture:

48% of Salespeople NEVER follow up with a prospect

25% of Salespeople make a Second contact, then quit.

12% of Salespeople make only Three contacts, then quit.

Only 10% of Salespeople Make More than Three Contacts.

At this point, you may be saying “So what?”   Here’s what:

2% of Sales are made on the First Contact

3% of Sales are made on the Second Contact

5% of Sales are made on the Third Contact

10% of Sales are made on the Fourth Contact

80% of Sales are made after the Fifth Contact.

These stats indicate that the different between making one call and four calls per prospect can increase your sales by 400%, but only 10% of salespeople do it.  The results of persistence past the fifth call can be even more dramatic. 

In the face of these statistics, you may be wondering why ALL salespeople aren’t more persistent.   Two of the main reasons are Fear of Rejection and Need for Approval. 

There is also a simple question of accountability and discipline.

There is one big difference between good salespeople and great salespeople.   The great ones do the things that the good ones know they should do, but don’t.  

With a new decade upon us, you have a wonderful opportunity to begin a process of consistency in exceeding sales goals.  It starts with you.   Declare that you will no longer accept mediocrity in your sales organization.  Raise Your Expectations, then Raise Theirs.

Statistics demonstrate that there is lots of low hanging fruit that is not being harvested.  Remember, no response or a negative response is NOT a “no”.  Demand persistence.   Refuse to bail out.  Great sales results with follow.

Joe

Copyright ©   Joe Zente  2010.   All Rights Reserved.

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