Read the above stats very carefully. Maybe read it a couple of times to let it sink in.
80% of the sales are made on the 5TH TO 12TH CONTACT.
How many times do you or your sales people follow up with prospects to close business? It if is not at least 5 times, then you are missing out on sales.
Why do l2% of salespeople follow up 3 times or less? I think it is because most salespeople don't want to be seen as "bugging" anyone or being "pushy." We can all understand this and don't like it when salespeople are over-aggressive with us.
The key to managing this is to find a balance between what I call being Professionally Persistent and over-aggressive. Usually, the reason salespeople become over-aggressive is because they become desperate to make a sale or hit their numbers and go after what they think is the most likely sale. This desperation shows and as such, they are not professional and come off as abrasive, annoying, and in some instances mean to the client. Conversely, being Professionally Persistent is the opposite. It comes from confidence, patience, and an understanding that the process has to play out. It is being consistent, courteously following up, and maintaining visibility with the prospect until they are ready to make a decision.
Being Professionally Persistent requires maturity and the ability to manage emotional responses. It also takes the ability to remain calm and professional under pressure and the fortitude to stick with things over time. It also requires and attention to detail.
Developing the habit of becoming Professionally Persistent takes work and time, but it literally pays to do so. Make it a priority today!
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