| || |
| || |
Join Date: Nov 2009
Thanked 96 Times in 92 Posts
| | Re: Are you willing to deliberately delay non complex sales to..
Originally Posted by T J Madigan
Statistically, (according to a study done in the 90's on offline marketing) it takes on average, 7 points of contact before a sale occurs.
A mistake many business owners make is trying to close the sale on the first point of contact. In doing so, many times, when being pushed for the sale a prospect is turned off by what they feel is pushy sales tactics.
Customers need to justify their purchase in their own minds before making a purchase, therefore the best sales occur when the client makes an informed decision and they essentially sell themselves. For most businesses, this very rarely happens on the first point of contact..
Agreed. Most of my first few contacts are aimed at establishing trust, establishing what the clients needs are, suggestions how I can solve their problems, and answering questions.
That said, I am always ready to push to close the deal, whether it's the first call or the 7.th if i sense the client is ready. This takes time to learn if you don't come from a sales background.