Unfortunately, far too many of us invest more energy in planning our weekends, or even what we’ll have for dinner, than we do our opportunities to prospects and customers.
Don't believe anyone who says sales is “just a numbers game.” Sales is an Impressions Game – a Proof-of-Progress Game – The Ultimate Game of Trust.
Sure, the more contacts you make the better your odds – but you may also be blowing your chances for many potential relationships, not to mention time (yours and the prospect’s), by rushing through the process half-cocked with an indifferent attitude. The worst time to think of what you're going to say is as it's coming out of your mouth.
Prepare, keep your enthusiasm, and be persistent. Eighty percent of new sales are made on the fifth contact, yet the majority of salespeople give up after the second contact. Give full attention to every relationship opportunity. Being well organized makes it easier to build trust and offer progress.
Contributed by: Dean Lindsay, Award Winning Speaker & Author of The Progress Challenge & Co-Author of Stepping Stones to Success