Selling is more often a process than an event.
Over the years I have seen many sales people become super successful. Unfortunately I have also seen many sales people not achieve their dreams and goals only to turn back to a non-sales career that left them wishing for more out of their jobs… and more financial success for their families.
One of the key components that I have seen consistently in those who are successful in sales is their understanding and discipline to follow up with prospects.
In the employee benefit arena – I always taught that it took an average of 3-5 attempts to get your appointment scheduled with a decision maker. Thus, I encouraged my sales team to function like a machine. “If you go into a business once – continue to go into that business until you get a “yes”, a “no”, or you make 3-5 attempts before you even consider moving on and leaving them behind.”
The sad truth about sales people is that roughly half (50%) make only one attempt to schedule an appointment with a decision maker. If that attempt fails, they move on.
That results in two equally problematic issues.
- Those sales people burn up the marketplace for their product or service because of so many customer contacts that result in nothing more than a cold call
- Those sales people usually don’t last – creating tremendous turnover in the industry
The importance of mechanized and disciplined follow up cannot be over emphasized.
Michael Boyette had a great article on this recently that I thought you would enjoy!Read Michael’s Post