How Sales Is More About Playing the Odds Than You Might Think
Are you one in 10 or one in nine? Will you change your behaviors when confronted with facts, fear or force? What are you willing to do to increase sales?
In the ground breaking book, "Change or Die," the author, Alan Deutschman. revealed this critical fact about change: only one in 10 people will change even when confronted with facts, fear or force. Just think about that statistic for a moment, you can be one of 10 or one nine. In other words, you can make a 50/50 choice to be either in the minority or the majority.
So what does being in the minority look like for sales professionals? Well, the results probably speak for themselves. These are the sales people who are making and probably exceeding their sales goals. They are leveraging all of their sales skills including following up on all sales leads because they are not in the majority who leave almost 50% of all sales leads to wither and die on the sales vine.
Did you know that only 1 out of 10 sales people make more than three contacts? Additionally, this minority of sales people continues to keep in touch with their potential qualified customers because they know that 80% of all sales are made between the fifth and twelfth contact.
Now what does it look like to make the decision to be in the majority. Beyond not following up with sales people, these sales professionals probably lack an action plan, lack written goals and lack a commitment to plan their work and work their plan. Their sales skills are probably follow a sales based marketing approach instead of an education based marketing one.
Sales is very much a numbers game and the numbers appear to favor the minority given that majority truly do not understand that the odds are really against them. If you understand your numbers, you can leverage them and create incredible opportunities for success while achieving your goal to increase sales.