NextGen Know-How: The power of follow-through

Consistently putting your words into action builds stronger employee relationships and business outcomes.

In February 2016, I was in Scottsdale, Arizona, for a week of training with my mentor, Jack Canfield. Jack was sharing his principles for success, and in one segment, he facilitated a session on the importance of asking for what you want. Jack shared some research on how many calls it takes to make a sale to a prospect that illuminated the fact that most salespeople quit following up before most prospects are ready to make a decision. Herbert True, a marketing specialist at Notre Dame University, found that:

  • 44% of all salespeople quit trying after the first call
  • 24% quit after the second call
  • 14% quit after the third call
  • 12% quit trying to sell their prospect after the fourth call

This means that 94% of all salespeople give up by the fourth call. But 60% of all sales are made after the fourth call. These oft-quoted statistics reveal that 94% of all salespeople don’t give themselves a chance at 60% of the prospective buyers. Success in sales is all about following up and following through.


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