Losing sales is every salesperson’s dread. But a fundamental sales truth is “People buy when they’re ready”.
Your job, as a salesperson is to be in front of them when this happens.
If you’ve been in sales for any length of time you’ll know that it can take 5 to 9+ touches before someone becomes a client. But how do you know who is getting close to becomeing a client? How do you spend your effort where you will reap rewards, rather than just spin your wheels?
But all too often salespeople make one to two contacts and then go onto someone else. They are losing sales left, right and centre – just because their target was not sales-ready when they wanted to sell. They are not actually losing sales, but rather letting them get away.
There are some fascinating statistics on this:
That tells you that 92% of sales people give up after four “no’s”, and only 8% cent of sales people ask for the order a fifth time.
When you consider that 80% of prospects say “no” four times before they say “yes”, the inference is that 8% of sales people are getting 80% of the sales – 92% of sales people are running around sharing 20% of the sales.
Once you’re aware of these statistics you should stack or “not now”, or “not yet” at least five times. Every time you’re in contact you have an opportunity to advance and build the relationshipthe odds in your favour by introducing a ‘Five nos strategy, where you maintain contact with prospects until each one of them has said “no”,.
Businesses with a “five nos” strategy will always enjoy a conversion rate many times higher than their competitors who have no such strategy.
But to do this you absolutely have to have a CRM system which allows your salespeople to log interactions with prospects, remind them about follow ups and give you oversight as to their activity (or lack thereof).
The Guide Me Guru service allows you to road test Microsoft Dynamics CRM without having to ‘go it alone’. Opsis’ CRM consultants will guide you as you try out Microsoft CRM in your own time.
Here are a couple of reasons that I believe working with us during the trial would benefit you.
Most people sign up to trials and think, “now what?” We have solved this problem.
Guide Me Guru walks you through the typical scenarios that most businesses encounter on a daily basis. And the calls with our CRM experts allow you to ask questions about your own situation.
You will experience how easy it is to keep track and follow up prospects. Heck, you may even make some sales you weren’t expecting to.
For more information and to grab your place on the Guide me Guru guided free trial of Microsoft Dynamics CRM please head over to http://opsis.com.au/menu-starting-with-crm/guided-free-trial-of-microsoft-crm.html . Then give us a call on 02 8212 3489 to get started.
Remember, you have nothing to lose and everything to gain.
Opsis is an expert CRM consulting company. We are not an IT company, nor a management consultancy, although we often work with both of these. Our focus is wholly CRM, and particularly Microsoft Dynamics CRM. We are based in Sydney, NSW, with clients in Sydney, Canberra, Melbourne, Brisbane and across Australia. Our range of CRM services include CRM strategy, CRM scoping, CRM implementation, technical support and CRM training.