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Thursday, May 23, 2024

Sales Focus – Relentless follow-up will heat up your sales

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Did you hear the one about…?

Most golfers, both hackers and pros, agree that about 98% of putts that do not reach the cup will not go in.

Most sales gurus agree that about 98% of all sales are not made on the first call. Most of the time, the buyer says no. That is when Jeffrey Gitomer, sales guru, says, “The selling begins.”

  • There are a lot of reasons prospects say no:
  • They are too busy.
  • They have no money in the budget.
  • They have money in the budget but are too lazy to try something new.
  • The price is too high.
  • They do not like your product.
  • They do not like you.
  • They do not like your company.
  • They are happy with their current supplier.

In fact, status quo has been my biggest competitor throughout my sales career. Most sales are made after the seventh “no.” Gitomer said, “Positive attitude is not hearing …. no.”

I read an article by Jeff Sleete recently and learned one of the best sales books ever written was by a doctor who authored 47 books. One of them was a sales case study on how to handle objections. The book was “Green Eggs and Ham” by Dr. Seuss. After getting his first “no,” the salesperson, Sam I Am, follows up with his future customer and offers 13 different ways to use his product of green eggs and ham.

“Here or there. Anywhere. With a mouse. In a house. On a train. In the rain. On a boat. With a goat. In a box. With a fox. In a car. In a tree.”

The prospect is so fed up with the sales rep he rattles off his 13 objections and tells the rep to, “Let me be.”

The relentless rep tries a different approach and asks the prospect to sample the product. The frazzled prospect agrees to a trial to get the rep off his back. And, you all know how the story ends: “I do like them, Sam I am. I do like green eggs and ham,” exclaims the new customer.

If your sales completion to phone calls ratio is 10%, and your average sale is $1,000.00, you average $100 revenue for each phone call. Never give up. Never surrender. Pick up the phone. Make ten calls every day before 10AM. Meet with your prospect at the driving range.

Model yourself after Sam I Am and… Sell all of your customers, from here to Bloomingdale’s. Sell all of them… and Heat Up Your Sales!

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Mike Cooper
Mike Cooper
Mike Cooper is Certified Sales Coach at Sales Kitchen and Board Member at RideAssistNaperville.org. Contact him at Mike@SalesKitchen.com.
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