No matter what business you are in, you’ve got to sell. Developing a sales mindset means you need to understand the sales “process” and then follow it persistently and consistently.
As a sales veteran, I can tell you that the sale rarely happens as a result of a first meeting. On average, it takes 7 “touches” before you will close the deal. That means you’ve got to stick with it long enough for your prospect to become a client. Herbert True, a marketing specialist at the University of Notre Dame studied sales behavior and discovered some interesting things.
- 44% of all people quit trying after the 1st call.
- 24% quit after the 2nd call.
- 14% quit after the 3rd call.
- 12% quit trying to sell their prospect after the 4th call.
Statistically speaking, people give up pretty easily, even those who call themselves Sales Professionals. Ninety-four percent of the people quit after the 4th phone call; yet, True’s research found that 60% of all sales were made after the 4th call.
What would happen if you became one of the 6% who kept going and tapped the 60% of business that comes after four or more calls? So, get going! Look over your prospect list right now…find out with whom you need to reconnect in order to make the sale and do it!