Most successful sales people will confirm that very few sales take place on the first call. 5 to 8 calls has proven to be a good reference point for most industries and products. A low cost, low value sale might require fewer calls, which a high cost, high value sale could take many more calls in person and by phone. I have read stats that suggest that 80% of all sales take place AFTER the 4th attempt. The encouraging thing (if you are a Sales Perseverer) is that most of your competition gives up long before then. According to one study, 92% of sales people have given up by the 4th attempt. As Robert Clay points out that means that “8% of the people, get 80% of all sales.” So are you an “Eight Percenter”?
