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A woman on LinkedIn actually posted that she keeps a sign in her office (she’s a sales manager of some kind) that there’s only a two percent chance of making a sale on the first or second call, but there’s an 80 percent chance on the twelfth call. I assume she posted this in 1955.

This kind of high quantity, mindless prospect harassment is stupid because:

• It demonstrates an inability to form a trusting relationship with an ideal buyer rapidly.

• It rewards sloppy sales techniques.

• It raises the cost of acquisition so high that the “sale” might be at a loss.

• It creates a buyer who will tend to choose a cheaper option just to get the salesperson out of their lives.

I don’t know which is worse, this kind of archaic thinking or the fact that social media encourages stupid approaches to be published which others might actually attempt to use. This is not a “link,” it’s broken chain,

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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