Some years ago i was in Las Vegas presenting to a team of regarding 150 administrators of within sales and therefore the subject was however they may to assist their within sales groups set a lot of appointments. The matter their groups were having (and they’re not distinctive during this approach as several of you recognize through experience) was learning the way to handle/bypass initial resistance and persevere through to obtaining their prospects to conform to an in house meeting. A lot of specifically, the team was obtaining discouraged once one or 2 initial objections and giving up timely.
To help them increase point of view on the value of being persistent, I shared the next sales figures with them:
48% of sales individuals ne’er follow up with an opportunity twenty fifth of sales individuals create a second contact and stop 12-tone music of sales individuals only create 3 contacts and stop only 100 percent of sales individuals create quite 3 contacts a pair of sales area unit created on the primary contact third of sales area unit created on the second contact five-hitter of sales are created on the third contact 100 percent of sales are created on the fourth contact 80th of sales are created on the fifth to twelfth contact