The average call-reluctant salesperson loses 15 new accounts each month to competitors, says sales coach Jonathan Farrington.

Research shows that 60% of customers say “yes” after saying “no” 5 times, yet 44% of salespeople give up after the first “no”, 22% after the second “no” and 14% after the third.

Action Step: Since a typical prospect requires five contacts before agreeing to a meeting, develop a “Prospect Nurturing System” that keeps you in regular contact.

Of course, there is a fine line between persistence and stalking. But the line may be farther out than you assume. Don’t give up too soon because persistent salespeople get the sale.


photo credit: AMagill

Leave a Reply

Your email address will not be published. Required fields are marked *


  • Rapid Learning Institute 1510 Chester Pike, Suite 310 Eddystone, PA 19022

  • Toll Free: (877) 792-2172
  • Contact Us

About RLI

RLI is 100% CAN-SPAM compliant. We're dedicated to protecting your privacy. We will NEVER sell or share your email address and will promptly honor all unsubscribe requests.

Learn More

Connect With Us

Signup to Receive Industry-Leading Tips and News from our Experts