Selling is difficult enough in the current climate. There is a great deal of competition and when the economy is in decline getting orders becomes more difficult with more people chasing fewer opportunities. Many leading experts will tell you all the ways in which you can improve your selling activity but most of them miss one crucial peice of advice.
Research reveals that 50% of sales people give up after one “NO” from a client. A further 25% give up after two “NOs”; still more (15%) give up after 3 “NOs”. Therefore nearly all sales people give up on a client just before they place an order! Because the facts show that 60% of all customers say no 3 times before saying yes. For sales people to be successful they need to be persistent. When a client says no they more often than not mean “not yet.”