Sometimes you don’t need to read a book or attend a seminar to learn a thing or two about sales. Sometimes, all you need are a few simple statistics to show you where you can improve in your quest for sales greatness. Below are six such statistics (in no particular order) that deserve some serious consideration for your field sales strategy or inside sales strategy. Where are you on this list?
6 Statistics that will make you a better salesperson
1. Follow Up
Here are 9 sales statistics just on following up:
- 48% of sales people never follow up with a prospect
- 25% of sales people make a second contact and stop
- 12% of sales people only make three contacts and stop
- only 10% of sales people make more than three contacts
- 2% of sales are made on the first contact
- 3% of sales are made on the second contact
- 5% of sales are made on the third contact
- 10% of sales are made on the fourth contact
- 80% of sales are made on the fifth to twelth contact
Follow-up is key to sales success. Two contacts is nowhere near enough. And while three is better than two, you need to go further. There’s treasure and success to be had when you’re persistent and make contact with a potential sale more times than you can count on one hand. Don’t let sales slip through your fingers. Be amongst the few salespeople who push on to double-digit contacts and watch your sales skyrocket.
2. Email Marketing
According to MarketingSherpa.com, digital communication is taking over as the method of choice when it comes to contacting potential sales. With an ROI almost double that of cold calling and networking, email marketing should be the go-to method for salespeople looking to get ahead. That doesn’t mean that you should forsake calling and networking (they have their place too), it just means first contact is more likely to happen with email than it is with the phone or face to face. A successful salesperson will use all three methods (and others) to create and cultivate the leads necessary to excel in this business. This goes for both inside sales and field sales.
Visuals (e.g., pictures, illustrations, drawings, and the like) are processed 60,000 times faster in the brain than text. This makes sense when you think about it. Before humans interacted with the written word, we transmitted ideas with crude images (or just with grunts and gestures). Because of this, the part of the brain that processes images (regardless of complexity) has been working much longer than the part of the brain that processes text.
What lesson can you learn from this? Use more visuals. Incorporate them into your emails. Make them the cornerstone of your presentations. Even an image on your business card couldn’t hurt. However you choose to do it, take advantage of how the brain is hardwired and use visuals to increase sales.
Business authors Chip Heath and Dan Heath provide this interesting statistic that all salespeople should note: 63% of listeners remember stories while 5% remember statistics. How can you use that information to your advantage? Don’t just present a long list of numbers, surround them with a story and they’ll make more of an impression. Use stories in your email marketing, in your presentations, on the phone, even in face-to-face conversations to make your message unforgettable.
The most memorable part of any interaction is the last five minutes. Successful salespeople capitalize on this fact and repeat the most important information at the end. Whether it’s an email, a phone call, a presentation, or just a conversation, conclude with something memorable (a story?) that reinforces the main reason why you’re talking to that person (or people).
6. Speak to what they need
According to Impact Communications, 70% of people make purchasing decisions to solve problems while 30% make purchasing decisions to gain something. If you can find out a client’s motivation early on, you can tailor your sales approach to appeal to that need. While it may not always ensure success, it does increase the chances that a potential client will consider your pitch. If you can’t determine the motivation, go with the odds and approach the sale as though your product or service can solve some problem.
Put it all together
Success comes from a well-rounded approach that incorporates many aspects of the sales process. The above statistics (and many others) can help you analyze how you sell, but other factors like scheduling and information-gathering need to be considered as well. That’s where Veloxy comes in. Veloxy is a cloud-based, predictive sales enablement platform and app that can provide your sales team with the information they need to get the job done right the first time. Veloxy aggregates data from internal and external sources (e.g., corporate, CRM, geo-location, and social media) and presents it contextually with just a single tap.
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