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

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