by Jacques Werth
Highly effective sales producers make fewer sales visits. They only visit the prospects that are most likely to buy from them. They become more and more skilled at knowing the difference between buyers and “tire kickers”. They also become very skilled at communicating with real buyers.
Salespeople that follow this strategy close more sales per month (on average) than those who make more sales calls.
4 thoughts on “How Can Fewer Sales Calls Produce More Sales?”
Most sales training books, courses, and lectures say that salesmen should be enthusiastic, optimistic, and energetic. Companies look for these qualities when hiring salesmen. Sales managers applaud salesmen who exhibit these qualities. Yet, these traits only generate sales resistance, and probably kill more sales than their opposite characteristics – laziness, pessimism, and calmness.
An enthusiastic salesman will want to be in front of prospects as much as possible. His sales manager will want the same thing. So the salesman will waste a lot of time, gas, an enthusiasm talking to people who are “interested” but do not “want” what he is selling.
An optimistic salesman will train himself to think “every NO is one step closer to a YES.” Eventually, he will be overcome by the massive number of NO’s, and he will take a job in accounting or somewhere else he doesn’t have to deal with many people.
An energetic salesman will be, well, energetic. He will buzz around like a bee in a jar, and he will make very few sales. A lazy salesman will use the minimum energy to produce sales, and will usually end the month with more sales than the whirlwind guy.
It’s funny how real life is so opposite the world of most books, courses, and lectures.
Thank you Steve. – Carl Ingalls
How stark the difference between the real world and real people and the utopia that many wish for and are trained to sell to.
‘COMEDY GOLD’ ‘A lazy salesman will use the minimum energy to produce sales, and will usually end the month with more sales than the whirlwind guy.’
Tell us more about whirlwind guy !!!