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The Business Acquisition Podcast with Bruce Whipple

Jan 4, 2019

Follow up is a critical trait of those that succeed.

Robert Clay of Marketing Wisdom quoted research that showed 80% of sales occur only after at least five follow-ups.

Think about that. It takes at least five continuous follow-up efforts after the initial sales contact before a customer says yes. FIVE!

Robert showed some fascinating statistics on this:

44% of sales people give up after one "no"; 22% give up after two "no's"; 14% give up after three "no's"; and 12% give up after four "no's"

That tells you that 92% of sales people give up after four "no's", and only 8% cent of salespeople ask for the order a fifth time which is where 80% of sales occur.