If you knock on enough doors, call enough people, put your product in the path of enough warm bodies, then even the most inept sales person will get a sale.
It's true that one-third of all sales will happen this way.
But do you want to base your ability to earn a living on accidental sales?
I don't.
So, what's the next?
The remaining two-thirds is made up of those who aren't going to buy (your product or your opportunity, no matter what) and those who would buy if properly approached.
The one-third who isn't buying simply isn't buying anything you're selling. For whatever reason, nothing you say will change their minds. They aren't buying. When you're cold-calling and run into this personality, cut your losses and move on to the next.
My rule of thumb is three. If I can't close you in three contacts, I'm not going to close you.
That leaves the group who want to buy but don't want to be sold. Your job, if you don't suck, is to find out what they need and why they don't want to make a commitment to buy.
It's easy for me to say, if you don't suck because I personally have been that salesperson who sucks. You suck if you can't keep the prospect engaged or interested. You suck if you talk too much. You suck if you don't find out what a client needs.
If you're more worried more about the close rate, than about giving value, then you're going about the sales process wrong. Wanting to make the sale can't be more important than providing the customer with something - a product, a service - they find desirable, irresistible, and necessary.
You have to put yourself in the shoes of your prospect.
Everyday I hear salespeople complain about hearing, No. I love to hear No because I'm aware that if I hear that one word 29 times, I'm going to then hear Yes. So to increase the times I hear Yes, I have to increase the opportunities for my message to be heard.
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