Sales Success Is A Process


I believe sales success comes from following a process, it’s like baking a cake if you follow the recipe you will get the dish.

What creates the sales results we want? The answer is simple: Sustained activity with achievement.

I coach an under 17s in football – I tell my players if you want to win you must focus on the 2nd or 3rd efforts and play as a team.

What do I mean by the 2nd and 3rd efforts and how does that relate to sales or life? When a player loses the ball he keeps persisting and keeps trying to get the ball back and finally it happens he gets it back.

Research shows that 80% of sales are closed after the fifth call. So why do over 60% of sales people call the customer less then 4 times?

The same thing happens in life – most people try something once, it doesn’t work so they give up.

Just like anything – in order to win in football or sales you must produce the right activity.

In sales it is all about how many people you contact, present and follow up then persist and not give up.

Statistics show that 80% of sales are made after the 5th call – how many sales people do you think follow up more than 5 times?

I used to think it was about 20% – The statistics however are actually a little worse than 20%.

  • 48% of sales people never follow up with a prospect
  • 25% of sales people make a second contact and stop
  • 12% of sales people make more than three contacts

In football or any sport. It is the 2nd and 3rd efforts – that is the difference between winning and losing.

In sales, it’s the ability to persist and consistently follow up that will get you the sale.

In life, its the ability to keep going when you have nothing left and you feel like quitting.

Success in anything is a process and if we follow that process we will get the results we want.

There is no secret to success – It is hard work, persistence and the ability to keep on going when you feel like giving up.