Every salesman is waiting for that one in a few clients to say yes, but they don’t seem to understand the process. Everybody has good days and bad days. You sell way above your goals one day and nothing the next. Those days of coming up empty might take their toll on you unless you changes the rules.
You fight every sales call to get that yes, and you know that you have to go through all those calls ending with no. What if you were to go for the no in the first place? What if you had a calculation that would get you as many closes as you want? All you need to collect rejections.
Trust me guys, this is how I beat everybody on the sales floor no matter how long they were there before me or how good they are. I just started working with an insurance company and they work old school. No CRM, no computers just sheets of paper with phone numbers. It’s basically cold calls except that I’m offering the clients a service that saves them money (I’ll get into it in a later post).
The way my mind works is that I need to know how many clients need to get to tell me no before I get a yes. So I calculate, I take my sheets at the end of the day and count how many people I called and divide that number by the amount of sales I made. Right now my number is 33.5. SO every 33.5 people I call I have a sale, that number can vary but not too much. Even if was to go up to 50 or 60 it doesn’t matter. Because I have a number to aim for.
Today was the first day I sold nothing (and I’m still number on one the board). I still dialed the phone till the numbers rubbed off it because I know that tomorrow or the day after that I be so far ahead that no one will ever get close to my numbers.
That’s it, that’s my secret. That what everyone wants to know when they ask me how I make so many sales. I’m not the best salesman, I’m not the best closer, I just collect rejections and clients are literally throwing money at me.
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