Different studies by different research companies, at different times, in different places in the world all conclude that it takes at least five follow-ups to close a sale
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WHEN YOU BREAK DOWN STATISTICS YOU CAN SEE THAT:
- 44% of sales people give up after one ‘no’
- 22% give up after two ‘nos’
- 14% give up after three ‘nos’
- 12% give up after four ‘nos’
That means 92% of sales people give up after four ‘nos’ - so only 8% of sales people follow up that vital fifth time. Plus because more than 80% of prospects say ‘no’ four times before they’ll say ‘yes’, then a tiny 8% of sales people are getting 80% of the sales.
Is it that simple?
So, it’s simple, right? All you need to do is train your sales staff to never give up until they’ve contacted a prospect, at least, five times. Then, give them the time and support to do it. But we all know that there are two problems here: most sales people simply won’t do five calls to the same prospect and the ones that will don’t have the time to do it. This is where the Virtual Sales Presentation comes in. It really is like the Terminator, it will not stop, ever… Unless you tell it to, of course.