. 44%
of all salespeople quit trying after the first call
. 24%
quit after the second call
. 14%
quit after the third call
. 12%
quit trying to sell their prospect after the forth call
This
means that 94% of all salespeople quite after the forth call.
But
60% of the sales are made after the forth call.
Ask,Ask,Ask!
“Customers trust people who are honest and straight. They should know what they are talking about. And they should be concerned about the other person and their needs.”
2. Don’t talk too much
“The most successful salespeople talk a lot less than their customers.”
3. Ask questions
“Understanding is more important than persuading.”
4. Reason don’t always persuade
“Less effective people feel like their argument is always right. Don’t think that pilling on the reasons and logic will necessarily persuade someone. Sometimes you need a different approach to change their mind.”
5. Be persistent
“The best salespeople are the ones who don’t give up.”
6. Help people answer their own question
“This may seem strange, but it’s often the best way to solve a problem. Learning is highly correlated with self-discovery.”
7. Focus on the person, not the product
“Focus on their needs, not your product.”
8. Prepare
“The top salespeople spend the most time preparing and planning.”
9. Keep learning
“Good salespeople learn from every interaction with customers.”
10. Be creative
“The salespeople are selling more than just products; they are fulfilling customers’ needs. Now more than ever, creativity and problem solving are the most important elements in achieving success.”
Neil Rackham
We remember:
10% of what we READ
20% of what we HEAR
30% of what we SEE
50% of what we SEE and HEAR
70% of what we EXPERIENCE personally
95% of what we TEACH to someone else --Dr.William Glasser
To become a GOOD salesperson:
We have to read and study effective techniques.
We have to see and hear other presentations.
We have to train with others.
In the other words, we learn best when we discuss and
work with others.
To become a GREAT salesperson:
We have to take responsibility to train.
We have to lead and empower others.
We have to take someone under our wings and teach them
whatever we know.
In the other words, we excel best when we educate and
guide others.
Give what you have,
To receive what you desire!
Train!
Train!
Train!