Sales Brew Video Series: Tip #3 Your Persistence Greatly Exceeds Your Prospect’s Ability to Ignore
From Recruitment Specialist & Sales Development Expert, Alex Cole-Murphy
Don’t miss the 3rd video in our Top 20 Sales Tips for 2020 video series in which we discuss the importance of persistence as a salesperson.
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“It’s hard to ignore persistence. Although there is a difference between persistence and downright annoyance, a great salesperson knows how and when to follow-up with their prospect at the right time. A great salesperson also does their homework to gather information on where exactly their potential buyer is in the Buyer’s Journey, and when they should jump in to help their prospect.
In today’s age, a buyer can find out anything they need to know about your company before ever speaking to a sales rep, acting as both a blessing and a curse for salespeople. On one hand, buyers are making informed decisions about who they want to work with. It’s not that they weren’t before, but the entire process is completely amplified in today’s world.
On the other hand, because there is so much information out there about your organization, it is easy for prospects to forget about you, set their sights on another company, ignore your outreach (ESPECIALLY if they are not highly personal and timely), and more. So, how do YOU stand out in today’s market? Well, for starters, it is absolutely essential that you understand the importance of “Driven Pursuit.”
As I mentioned, it’s easy for prospects to ignore you, but it’s NOT hard to pursue your prospect in the correct manner by doing the necessary (and beyond necessary) research, joining them in their current stage in the buyer’s journey, sharing relevant content with them, and going the extra mile to prove that you will do whatever it takes to help solve their current problems.
According to the National Sales Executive Association, 48% of salespeople never follow up with a prospect and only 10% of salespeople make more than three contacts. However, 80% of sales are made on the 5th to 12th contact. So, if you are more committed to out hustling your competition, then you will eventually see greater success overall.
Remember, your ability to pursue greatly exceeds your prospect’s ability to ignore.”