A few years ago several large insurance companies did a very interesting study. They wanted to know why only 20% of their sales force wrote 80% of their volume. They called it the 80/20 rule. What they discovered was amazing.
They discovered that the 20% writing 80% of the orders were writing those orders on the fifth time they asked for the customer’s signature. In fact, the fifth close paid more earnings than the first four combined. This 20% of the sales force expected the customer to say “no”. They knew it was his job. They also knew the “magic secret”.
What is the “magic secret”? Here it is: your chance of getting a “yes” and a signature is 80% higher the fifth time you ask them for the order. Why? Simple! The customer is now participating in the close. He has been negotiating the quanitity of products with you. He feels comftorable. He has had an opportunity for input.
The more you ask for the order, the more orders you are going to get. Knowing how to close is a the key for all of Superior’s sales success. Ask and you shall recieve.
Ken Henning
President Superior Lamp
No comments:
Post a Comment