October 22, 2010

Is your team giving up early? I read a piece a few years ago that it takes at least five calls to close a deal, yet most people give up after two or maybe three.

I decided to analyze that over time with some new business on our stations and once closed, I asked AEs to track the progress of sale. Indeed, that statistic was true ... almost dead-on true. The solid orders took more meetings.

Then I asked them to go back and reconsider the prospects they gave up on. Somewhat reluctantly, the good ones went back and sure enough, their closing ratio went up with more calls.

Patience, my friend. Patience.