In my book “Quit Making Sales Hard” one of the chapters is called “Salesperson, Start Over.” The chapter is all about the realization that most sales do not occur on the first, second or even third sales call. Yet, most sales people forget this and give up too soon. I quote some statistics in this chapter that I think are extremely relevant to the topic.
- 48% of sales people never follow up with a prospect after the first call
- 25% of sales people give up after a second call
- Only 2% of sales actually occur on the first sales call
- 3% of sales are made on the second sales call
- 5% of sales are made on the third sales call
- 10% of sales are made on the fourth sales call
- 80% of sales are made on the fifth to twelfth sales call
The message here is crystal clear, isn’t it? If you want to be successful in sales you must be the one that is most persistent. As well designed as a sales call might be it is not enough. As personable as the representative might be, it is not enough. Continually making those calls is the way to success.
Another thing that is glaringly true about this information is that in sales there is no such thing as instant success. There are no overnight successes. I once heard an actor respond to a question about their overnight success by saying “Yes, and it took years to make it happen.”
Oh, and one more thing about these numbers. There is nothing quite as fulfilling as finally getting the sale, especially when it falls after many sales calls. That feeling is the definition of success.
All the best!
Rodney