We've been told for an eternity that sales is a numbers game. And it's still a popular belief today. The theory is that all we need to do if we want to be successful in this business is to call, call, call. If we do that, we'll fill our pipeline with a gazillion suspects, who'll turn into X number of prospects, opportunities, and ultimately, customers.
We've been lead to believe that going after all those prospects is essential to our success. But what if it isn't?
I have witnessed in my organization where people handling less number of enquiry are getting much more business than people handling with more number of enquiry.
Whats going wrong here ? We are not adding the value to every call, we are not able to judge the customer about their need and want. Make a single happy customer, he will return with many referrals. It will save your sales time and you can look out for some other prospects.
So next time, your boss will be fuming & fretting if you have ruled out the old belief, but trust me....it will help you in generating more business with less numbers....
I didn't find the right solution from the internet.
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