- 44% of sales people give up after one "no"
- 22% give up after two "nos"
- 14% give up after three "nos"
- 12% give up after four "nos"
Do the maths and you'll see that 92% of sales people give up after four "nos", and only 8% of sales people ask for the order a fifth time. When you consider that 80% of prospects say "no" four times before they say "yes" the conclusion is scary - 8% of sales people are getting 80% of the sales.
How can you use this information to your advantage?
Stack the odds in your favour by introducing a 'Five nos' strategy, where you maintain contact with prospects until each one of them has said "no", or "not now", or "not yet" at least five times. Every time you're in contact you have an opportunity to sound out their reservations, give them more information, overcome their objections and build the relationship to the point where they feel ready to trust you.