Here is a review of sales calls needed before a prospect buys. I have watched this and experienced this a lot. A majority of sales people cannot take the rejection and really do give up after the first contact. As the president of a company I experienced the one call and never call back syndrome over and over again.
Successful sales people get past this:
Prospect — (Qualified to need and buy your products)
Contact # 1 50% of sales people have given up
Contact # 2 65% of sales people have given up
Contact # 3 79% of sales people have given up
Contact # 4 89% of sales people have given up
Contact # 5 Just now you are becoming a factor in your prospects mind
Contact # 6 Nurturing slowly, your prospect is getting to know you
Contact # 7 You can harvest low hanging fruit
Contact # 8 You are probably the only person to make 8 contacts with this person
Contact # 9 At this point when your prospect is ready to buy you have a 90% chance of being called
Contact # 10
Contact # 11
Contact # 12 Customer