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For some their argument is based on numerous conjectures, for example that the salesperson who goes for numbers is not interested in quality. That they are just unskilled salespeople using a shotgun approach. That they will sell anybody with a pulse. They will explain further that because the salesperson uses this willy-nilly approach that in doing so they're actually getting bad customers. Bad customers who are difficult and represent most of your headaches, and drain you of your precious energy throughout your day.
I'm not going to go into how silly and preprosperous this is, any professional successful salesperson is always concerned about the quality of his leads. And any professional successful salesperson always has clients who can be difficult at times whether they were a good initial fit or not. This overgeneralization about salespeople going for quantity over quality is an oversimplification of the process.
Another argument put forward by our so-called gurus and experts is that their "system" which in my opinion is nothing more than a lead generating piece (a marketing piece for lack of a better term) is to be used to entice interested prospects in contacting them. (so you will never have to cold call again!)
So my response to that is while you are waiting for the phone to ring, what is it that you are doing with the rest of your time?
The fact is any marketing piece or lead generating piece takes time to bring in qualified leads. Would you rather use a system that's reactive (a marketing piece or lead generating piece) or a system that's proactive?
Leaving those two arguments aside, I do believe sales is a numbers game and I want to prove it to you.
The professional successful salesperson proactively looks for quality leads, he or she qualifies each prospect carefully to see if there is a good fit for their product or their service.
Additionally, professional successful salespeople have a high degree of belief in themselves and in this one life transforming principle:
"All it takes is one person or one opportunity to change your life."
Really think about what you just read, and how that relates directly to the premise that yes sales is a numbers game.
Never stop knocking on doors, you never know who or what is going to be behind the next door and whether there will be that one person who will change your life forever!
All it takes, is one person to believe in you. That's why sales is a numbers game. It's about finding people who believe in you, and yes if you knocked on enough doors you will find people that will believe in you and your product and your service.
I have met some of my best friends and business associates from cold calling. These are people I would've never had the opportunity to speak to, these are the same people who take flyers and throw them in the garbage, I've asked them, they actually prefer someone who has the courage and the belief in themselves to call them. I've asked them about e-mails, they said more often than not they just hit the delete key.
When you cold call, and you leave voicemails, you leave a part of yourself with that person. If you are not getting the results that you want, it doesn't mean that there is something inherently wrong with sales being a numbers game, or cold calling or prospecting in particular, it might just mean that your scripts or your approach needs some fine tuning.
So never, never underestimate how life-changing that next call with that next person can be. That next person could be and can be your next best friend, that next person who helps you out in lifts you up, that next person that gives you a referral into another account, or that next person who becomes your very best client.
But you will never know, you will never have that opportunity, if you do not have the courage to pick up the phone and use it.
Category: SalesSales Is A Numbers Game, Let Me Prove It To You. was written by:Author:Kevin BoyleAdded: Tue, 16 Sep 2008 22:34:46 -0400 This Article Has Been Read 29 times View all Kevin Boyle's articlesAbout the Author: Kevin Boyle is an expert sales coach/trainer and the author of "The Secrets to Sales Mastery" If you would like to learn more innovative new skill sets and strategies to help you build an incredibly successful business and dramatically improve your sales results, visit my web site and subscribe to my FREE 8 part email home study e-course on relationship sales and marketing. |
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