For years I’ve been teaching clients and my own sales teams the importance of closing a sale on the first call.
This is because your first conversation is the one where you build the connection, identify the need, share the value and make the offer - placing your prospects at the highest point of excitement.
But the reality is that we don’t close most sales on that first call.
But, if we leave it at that, we are letting people down and missing out of a huge opportunity!
Consider these following statistics from the National Sales Executive Association:
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people only make three contacts and stop
Only 10% of sales people make more than three contacts
I think it’s safe to say most of us totally understand these numbers.
We get frustrated, overwhelmed, discouraged, and start to doubt our ability.
But I have great news for you….
It’s not you, it’s them!
The truth is that they are exhibiting normal buying behaviour.
Here are some additional statistics from the National Sales Executive Association:
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the forth contact
80% of sales are made on the fifth to twelfth contact
This means 90% of sales people are leaving 95% of their sales opportunity on the table!
Bottom line, follow-up matters!
So after numerous requests I’ve decided to create:
Follow-Up Fortune: Secrets To Closing The Sales After The First Call
This training will held LIVE for the first 20 people that register.