“What specific tasks can I perform right now to move this particular sales objective further down the sales funnel?”
Strategic Selling: The Unique Sales System Proven Successful by America’s Best Companies by Robert B. Miller and Stephen E. Heiman with Tad Tuleja, page 244
It has been stated that the majority of sales occur after five contacts with your targeted prospect. This should come as no surprise since trust takes time. It is also believed among sales professionals that 50% of those in sales quit after the initial attempt to close a sale. An additional 25% quit after a second attempt. In both cases, these salespeople fail to understand how sales works. It take multiple contacts to complete 80% of sales transactions.
Today’s quote raises a question that will help you overcome the tendency to quit too soon.
It implies that your attractive sales record will come from a series of well-defined steps. (Strategy) It also reminds me to remind you that “what next” thinking is still in vogue and worth a few lines of print (explanation).
The “Sales Funnel” is a graphic that explains how suspects turn into prospects turn into customers turn into clients. The funnel is wide at the top and narrow at the bottom which implies that a greater number of suspects enter the funnel than clients exit the funnel.
What I am trying to share with you today is that it is your responsibility to identify suspects knowing that very few will turn out to be clients. This is how it has always been and will continue to be.
The best way to maintain your upbeat personality is to ask yourself at each step along the way, “What can I do next to move this person to the next level in the funnel?” This is what I mean when I say “What next?” thinking.
What this does is make sure you avoid the hit or miss, stop and go that’s popular sales practice. It helps ensure consistency in our activities since you are constantly asking yourself, “What’s next?”
Suspects in. Clients out. Who is next? What is next?
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