Came across these insane stats in a book recently. The stats are from the National Sales Executive Association.
- 48% of salespeople never follow up with a prospect
- 25% of salespeople only make a second contact and then stop
- 12% of salespeople make more than three contacts
- 89% of sales are made on the fifth to twelfth contact
The first 3 stats taken together, and then seen in the light of the 4th one… Wow, quite the mindblower!
What does it mean? That most people never follow up, and even if they do, they simply take ‘no’ for an answer and move on.
But a salesperson has got to be persistent and consistent, and that’s why nearly 90% of sales happen between the 5th and 12th contact. Isn’t this not just remarkable, but also applicable to all of us, no matter whether we’re in sales or not?