The Power of Persistence: The 50-25-80% Rule
Many Americans seem to have been stricken with the disease “quit-itis.” They quit everything too soon. It is almost an epidemic. From marriages to diets. From jobs to exercise programs. The malady is even more acute in the sales profession.
This weekly column will help you “Become The Exception” to this sad statistic. You can become among the elite of the sales world who know how to keep a prospect and convert that prospect to a loyal client. Learning how is not going to be painful. In fact, it will be a wonderful adventure.
After a prospect first rejects a proposal, fifty percent of sales people stop calling. Another twenty-five percent stop calling a prospect after a second rejection. But, the vast majority of all sales (80%) happen after the fifth contact.
Is this bad news? Well, for the quitters it is. But for salespeople schooled in the art of selling, this statistic is exciting news. Why? Because seventy-five percent of your competition is quitting long before it is time to quit. All you need to do is figure out how to stay in the game through those five initial blows to your ego. Stay with me and I will teach you how to Become The Exception. Don’t quit. Don’t ever quit. Don’t ever, ever, ever quit.
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