What Is Wm Rogers I S

Sell more ... you sell first!


In one of my trips on the internet today I came across a statistic published earlier this year by a national newspaper, according to which:
- 48% of sellers will not call the potential customer after a first visit (which did not generate the signature of the contract);
- 25% of sellers is limited only to a second contact;
- 12% of sellers is only 3 contacts and then stops;
- only 10% make more than 3 contacts with potential customers. And

analysis continued with these additional statistics:

- only 2% of sales are made at first contact;
- 3% shall be made at the second contact;
- 5% in the third contact;
- 10% of sales were concluded at the fourth contact;
- but as much as 80% of sales with a potential customer will conclude the fifth to twelfth contact.

course, being a statistic, there is little to argue, but it is also true that statistics are not made to be read superficially but also to understand the real reasons che sono alla base dei risultati emersi.
Ora, fermo restando che un 48% di venditori che non richiama il potenziale cliente dopo una prima visita è un dato a dir poco strabiliante (o forse neanche più di tanto visto la montagna di preventivi che sto ancora aspettando da tutti quei potenziali fornitori che mi hanno detto "le farò avere tutto in serata" e che poi sono scomparsi o si sono rifatti vivi dopo giorni e giorni quando il preventivo non mi era più utile!!!), io porrei l'attenzione su un altro dato fondamentale e cioè l'80% di vendite che si concludono soltanto dopo il quinto contatto.
Non metto in dubbio che in alcuni settori e per alcuni particolari prodotti sia necessario visitare, sentire o comunque meet several times a potential customer, but I am firmly convinced that 80% of retailers now have a very small percentage of the contract is closed in the first place. And 'that today the single biggest problem for many sales professionals of any field (and consequently of many that this company sees delay their collections).

During my training, I also tried to understand the main causes and in principle are able to incorporate into three main categories:
1. After all the bombings show the importance of the customer concerned, to get "his side" and not "in front of him," not to give him the feeling of wanting to sell but just want aiutare, molti venditori hanno perso di vista un concetto primordiale e fondamentale, senza il quale tutte le altre tecniche non hanno ragione di esistere: SIAMO LI' PER VENDERE E NON E' ASSOLUTAMENTE UNA VERGOGNA O UN PECCATO AMMETTERLO ANCHE CON IL POTENZIALE CLIENTE. Quindi bisogna tornare a ribaltare il concetto da trasferire al cliente e cioè "si è vero, ti voglio aiutare, ma per farlo DEVO assolutamente venderti il mio prodotto/servizio";
2. La seconda categoria di cause, strattamente collegata alla prima, deriva da tutta una serie di pseudo formatori professionisti, decisamente inprovvisati, che sono andati in giro a tenere corsi su 254 tecniche per "vendere di più" senza mai aver venduto neanche 1 solo spillo in vita propria or struggling to sell themselves and sell their business. All training done by these makeshift classroom, perhaps only after reading a few books on sales, of course only served to fill the head of our vendors also theories that maybe a few years ago (in favorable market conditions) were also used but now that they are necessary but more concrete action and profitable ... here that the nodes come home to roost!
3. The last type of cause but the result of a great truth: the first close encounter commercially without being aggressive is one of the hardest things for people who do this job and you can not do it without a train hard and consistently. And above all without training with a good coach who has done it several times and can give a real practical example, and not just theoretical!

Since more efficient in closing the deal at the first meeting would literally propel sales statistics and the high efficiency of each company (n addition to the earnings of each seller), it is worth dwelling on each point and identify their own areas for improvement.
1. How much you afraid of appearing "too commercial"?
2. How did you become a theoretical and technical in the way you sell?
3. How do you train a week with a good trainer to improve your sales performance in the first place?

Good sale at all!