Persistence Pays Off for Getting Customers

Be persistent.According to the National Sales Executives Association, persistence is vital to successful selling because 80% of all new sales are made after the fifth contact to the same prospect. However, a survey showed that:

  • 48% of all salespersons make ONE call or contact then cross off the prospect
  • 25% quit after the second call or contact
  • 12% call or make contact three times then quit
  • 10% keep calling or making contacts

The 10% who persist get payoffs.

In the box below, give some reasons why you stop calling a prospect.

Quick Question

Based on the above numbers, new sales require sales personnel to:

Be mindful of the importance of persistence
 Remember that 2-3 contacts may not be enough to generate new business
 Both are correct
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