Sitting in front of a potential new client this week, I was reminded how sometimes…
Did you know that research suggests that 73% of business buyers say ‘No’ at least five times to any salesperson before eventually saying ‘Yes’? And did you also know that the same researchers discovered that a staggering 92% of salespeople give up and move on to another target before they get to the fifth ‘No’?
In other words, while 92% of impatient salespeople rush from company to company chasing the 27% of sales where the buying decisions are made quickly, the other 8% of salespeople (i.e. the patient ones) are the only ones who stand any chance of winning the other 73% of sales!
Look at the maths and you’ll discover something that could give your business all the new customers and sales you can cope with!
I know that sounds unbelievable, but just do the maths for yourself. Because when you do you’ll discover that, on average, patient companies (i.e. the ones with patient salesmen who persevere beyond the fifth ‘No’), will win a massive 3109% more customers than their impatient counterparts.
Putting it another way, for every new sale the impatient salesperson wins, the patient salesperson wins 31!
Of course, every single person who sells anything in your business may already be part of that very elite band – the 8% who are already very patient.
But can you be really sure?
With up to 31 times as many sales as your rivals at stake, it’s probably worth making sure, 100% sure, isn’t it?
Making sure that your people are patient and persistent. And making sure that your systems support them in that role by making it easy for them to be patient – and impossible to give up too soon. At Accountancy Extra we have a sales pipeline tracking tool that we offer to customers. If you’d like a copy, please drop me an email