Posted May 28, 2009

I have pretty long commute these days and have been listening to a variety of sales audio books on the way to work each morning. One of the consistent messages that I hear from the “sales training experts” is that most sales close after 5 or more contacts.

That number was higher than I had expected. I tend to think that if I present a logical case for how what I am offering will be of obvious benefit to the prospect, that the decision to purchase would happen after 2 or 3 contacts. Then again, I’ve had several prospects that didn’t listen to my message the first couple of contacts. I guess it is the natural aversion to “being sold”. It took them a while to realize that I have no interest is selling them something that they don’t need… or maybe I just wore them down?  :^}

What is your experience?

Do you track your average contacts per sale?

Jeff Cress: the Sales Guy
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