I read the following about sales people:
44% of sales people give up after one “call”, 22% give up after two “call's”, 14% give up after three “call's”, 12% give up after four “call's” — 92% give up after four “call's”!
Only 8% of sales people go in and ask for an order a fifth time, or more.
After 35+ years of selling, and owning my own business I can attest to these numbers from both sides as sales person and company owner/purchaser.
As sales person I knew that there were customers needing my product. However, I quickly found that timing was crucial. After a year or so of walking out too soon, and not going back, I learned that timing was everything.
Maybe the customer wasn't thinking of buying my products that day, maybe the budget wasn't set, maybe, maybe, maybe. I had to keep talking with them until I received an ultimate “NO NEED EVER – GET OUT AND STAY OUT!”, — or — an Order!
As owner of my own business for more than 15 years, I had countless sales people call only once and never come back. I believe from experience that the above statistic of quitting after the first call is not correct, the number is much higher than 44%.
let's go with the above. If only 8% of sales people call more than 5 times on a prospect — it is no wonder why these 8% get 80% of the business.
If you are certain a customer needs your product — You need to be hovering and creating some form of non-confrontational awareness to that customer. I have had people wanting me to contact once per week, once per month, others, once per quarter, Etc. Always try and find an approach that keeps you in the “Awareness” zone. Not pestering, no whining, not in the way.
Learn this and your sales will soar.
Make 2019 your best year yet!