Okay, this new phrase might not trip off the tongue as well as the original – certainly not after a few wines at the office party. But it does make sense in the sales world. After all, research shows that a massive 60% of prospects go on to buy a product or service once they’ve rejected it five times.
Despite this, 44% of salespeople give up after the first “no”, with a further 22% throwing in the towel after rejection number two, and an extra 14% calling it a day after the third refusal. Do the maths, and you’ll find that only one in five actually get to a fourth call or beyond. And it’s these savvy salespeople that are converting those 60% of prospects…
Personally, I believe that a well-defined sales process – backed up by ongoing personal development, a culture of positive reinforcement, and proper measures and monitors – is vital in overcoming sales-based fear of rejection.
How do you achieve this panacea? Keep an eye on our new Blog which will be packed to the rafters with useful advice on these precise topics. And while you’re at it, don’t forget to follow us on Twitter and Linkedin, where you’ll find a plethora of handy hints and tips.