“WE ARE WHAT WE REPEATEDLY DO. EXCELLENCE THEN, IS NOT AN ACT, BUT A HABIT.” – ARISTOTLE.

RESEARCH INFOMATION

  • 82% of sales reps feel challenged by the amount of data and time it takes to research a prospect.
  • 90% of top performing sales reps have a high emotional intelligence (EQ), the spoken signals in face to face communication is critical.
  • 42% of sales reps are unprepared for calling on a prospect on the phone or face to face.
  • 60% of sales reps do not hit their annual sales target.

BODY LANGUAGE – READING PEOPLE:

  • 7% of actual words communicated.
  • 38% comes from the tone in your conversation.
  • 55% comes from your face to face body language.

SALES REPS PROSPECTING STATS:

  • 80% of all new sales are made after the 5th call to the same prospect.
  • 48% of all sales reps make one call then cross off the prospect.
  • 25% quit after the 2nd call.
  • 12% call 3 times and then quit.
  • 10% keep calling.
  • The 10% who persist get payoffs- They collect the dividends on what the others invested.

BUYERS FEEDBACK – STUDY DONE BY JIM DUNN AND JOHN SCHUMANN:

  • 82% of salespeople fail to differentiate themselves from their competition.
    Result
    : They lose the business, fail to sell value or do not get their price.
  • 86% of salespeople ask the wrong questions.
    Result:
    They miss selling opportunities and end up wasting time while appearing unprofessional.
  • Only 18% of salespeople close without discounting price.
    Result:
    Discounting becomes a habit and profit margins are eroded.
  • 95% of customers say salespeople talk too much.
    Result:
    Customers get bored and feel sales people don’t care about understanding their issues.
  • 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
    Result:
    They close less than 50% of the business, that they should, with huge effects on their companies’ sales and their personal income.

SPECTACULAR ACHIEVEMENT IS ALWAYS PRECEDED BY UNSPECTACULAR PREPARATION”