Member Article

Sales Nugget – The Clash sang, “Should I stay or should I go”

“In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts“ - Source: TeleNet and Ovation Sales Group

Another interesting sales fact is that most salespeople give up after only two or three attempts.

Most salespeople give up far too easily. Are you one of those people?

You’ve have done you research on the prospect and you think they’re a company that may need your product or service: why give up without talking to them.

Your research may have been on a company which is in a sector you have been successful in before. You may have resolved an issue, or delivered to a need. It may be a company that fits your qualifying criteria and ticks all your boxes as a potential new client. All you need to do is speak to them to find out if they have a need so you can qualify in, or qualify out. If you have done all this work why give up after only three unsuccessful attempts to reach them.

When you are targeting a new client it can take time and you have to have patience and persistent. The bigger the opportunity the higher up the organisation you have to go. The bigger the opportunity the more obstacles in your way. So you have a decision to make. Do you decide to walk away because you can’t get hold of the prospect, or do you decide whether you should walk away after you’ve spoken to them?

If you believe they could have a need for your products or services, keep after them. If you contact them enough you will get to speak to them and get a response. The response may be positive or it may be negative but you will get a response.

The key is to do your qualifying research so that you know you are prospecting the type of people or companies who could become your best clients. Then keep at it and stay after them until you decide you have an opportunity or not. Don’t walk away just because you haven’t managed to speak to them after only a few attempted contacts.

This decision could have a big impact on your sales numbers. The Clash sang “Should I stay or should I go” the decision is yours to make.

If you want help to increase your sales please contact us on 0191-2267366, email us at sales@arrowsales.co.uk or visit us at http://www.arrowsales.co.uk/

This was posted in Bdaily's Members' News section by Arrow Sales Training Limited .