Monday, September 14, 2009

When It Comes To Sales, Persistence Is Key

Have you ever heard the expression, “90% of success is just showing up.” It amazes me as I talk with clients and others in the business community how reluctant salespeople are to actually sell. Here are some statistics I find fascinating. When I look at these numbers, the ones that pop out to me first are: 1.) 2% of sales are made on the first contact with a prospect., and 2.) 80% of sales are made between the fifth and twelfth contact with a prospect.

• 48% of sales people never follow up with their prospects.
• 25% of sales people make a second contact with their prospect and then they stop.
• 12% of sales people make three contacts with their prospect and then they stop.
• Only 10% of sales people make more than three contacts with their prospects.
• 2% of sales are made on the first contact with a prospect.
• 3% of sales are made on the second contact with a prospect.
• 5% of sales are made on the third contact with a prospect.
• 10% of sales are made on the fourth contact with a prospect.
• 80% of sales are made between the fifth and twelfth contact with a prospect.

--Ron Ameln, SBM

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