A no means that a yes is possible. Most people won't say yes to an idea without saying no first. In fact, studies show that the average customer says no an average of five times before saying yes. This is because decision-making is an emotional process, not an intellectual one.
How many no's before a yes in sales does it take? Sales facts show that 60% of customers say “no” four times before saying “yes.”
44% of salespeople give up after one follow-up attempt (source). 92% of salespeople give up after no sales on the 4th call.
Use the Word “And”, Not “But".
The key to turning a no into a yes is to avoid a confrontation or argument. Instead, you want to present yourself as being on the same side as the person you are looking to convince – and your word choice can influence that.
60% of customers say no four times before saying yes, whereas 48% of salespeople never even make a single follow up attempt (HubSpot). TIP: Follow up is essential, people! We encourage companies to implement Follow up Friday, where sales teams allocate time each Friday to follow up outstanding proposals, and tasks.
42% of sales reps feel they don't have enough information before making a call. 85% of prospects and customers are dissatisfied with their on-the-phone experience. When leaving a voicemail for a prospect, the optimal length is between 8 and 14 seconds. 44% of salespeople give up after one follow-up call.
Get ready for a fast and furious game of questions, where the only rule is you can't say YES or NO! Take a card and begin asking question - if your opponent says YES or NO, ding the bell and keep the card. If your opponent makes it through without saying YES or No, they keep the card.
Being successful in sales and learning how to become better at sales boils down to 3 things: empathy, a genuine desire to help, and persistence.
What is the rule of 7? The rule of 7 is based on the marketing principle thatcustomers need to see your brand at least 7 times before they commit to a purchase decision. This concept has been aroundsince the 1930swhen movie studios first coined the approach.
Cold calling sales stats
If your team is part of the 48 percent of salespeople who never attempt follow-up calls, rethink your strategy: 80 percent of sales require five follow-up calls to be successful. There are certain times of day when cold calls are more successful.
“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” Whether you're a small business owner or a dedicated salesperson, you've probably heard these objections from potential clients.
Sales reps should make at least six follow-up calls to leads before moving on. The Lead Management Study shows reps should call at least six times before throwing in the towel. Shockingly, over 30% of leads in the study were never contacted at all.
The rule is often used to point out that 80% of a company's revenue is generated by 20% of its customers. Viewed in this way, it might be advantageous for a company to focus on the 20% of clients that are responsible for 80% of revenues and market specifically to them.
By saying YES in the right way, you can help people refine their thinking, develop in their process, understand your expectations, and advance the development of the organization. Where leadership is concerned, a slow YES is often more instructive and ultimately more productive than a fast NO.
Remember that It's OK to Say No After Saying Yes
Be true to your word. Keep your promises. The truth is that real life is a bit more complex. If you have to turn down a commitment you previously agreed to, keep in mind the validity of your reasons.
Scoring a Yes/No survey is the easy part. You simply need to tally the Yes and No responses for each question for all the participants and divide it by the total number of participants to get the percentages of Yes and No for each question.
The idea that some people are just born with the ability to sell is a myth. There are no “natural salespeople.” Anyone motivated to can learn the skills and abilities that make someone a successful salesperson. With the right training and mindset, anyone can become a top salesperson.
The 80/20 rule of active listening says that in any sales conversation the sales rep should spend 80% of the time listening and only 20% of the time talking. In the vast majority of cases, the customer doesn't want to know what you think, he wants to tell you what he thinks, how he feels and what he needs.
According to a study by Brevet, 80% of sales require an average of five follow-ups in order to close the deal. However, 44% of sales reps follow up with a prospect only once before giving up. After four follow-ups, 94% of salespeople have given up.
80% of sales require 5 follow-up calls after the meeting. 44% of sales reps give up after 1 follow-up. [TWEET THIS] Takeaway: Just because you've got a foot in the door, doesn't mean you've closed the sale.