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Sales Study – On Following up with Prospects


Anyone who has made it past their first day in sales has heard time and time again about the importance of following up with the prospect — because sales are rarely made on the first attempt.

Doubt that’s true?

Consider the survey from The National Sales Executive Association on how many sales a sales professional can expect to get depending on how many times they contact their prospects.

Notice that the statistics show that most sales are made from the 5th contact through the 12th contact.

Sales Survey Data:
(Cumulative)

– 2% of sales are made on the 1st contact 2%

– 3% of sales are made on the 2nd contact 5%

– 5% of sales are made on the 3rd contact 10%

– 10% of sales are made on the 4th contact 20%

– 80% of sales are made on the 5th – 12th contact 100%

With that said, are you selling yourself short by giving up on your prospect before you should be?

— To your sales success, Josh Hinds