I had a salesperson once who made more calls than any human being I have ever seen. The problem was, he didn’t close very many. One day I asked him how many real conversations he had with qualified prospects and the answer was as expected – not very many. I suggested a new approach – less, more focused calls and I am sure you can guess what happened.
Everyone says sales is just a numbers game. I guess, but I would argue it’s not just numbers. Personally, I never made the most calls but closed the most business because I knew when I had a qualified prospect with an immediate need and I focused all of my energy on closing.
Smell the blood and close hard. You will make more money.
Brick
I have tracked every phone call, email, outbound letter, I look back at ALL activity over 10 years and can categorically say more calls DOES NOT = more SALES. In fact MORE calls can actually decrease customer acquisition and demand gen approaches.
Thanks for the comment Kenny. Focus is everything in all aspects of business.
you write this about me brick:)
you think? 🙂