3 Reasons Sales Calls Get Returned

After yesterday’s post on having prospects itemize their top priorities, I wanted to continue the sales theme today. One area that we spent a good bit of time on Thursday was sales, which makes sense as Jim, the facilitator, owns a professional sales training company. We spent time talking about how to get potential prospects to return our call. Here are the three reasons a potential prospect will call back:

1. Mentioning someone that referred you, or a relevant company (e.g. partner or competitor)
2. They need what you’re calling about (less than 1% chance)
3. They appreciated your persistance and thought you sounded nice

The average number of times a sales person calls on a potential prospect before giving up is 2.4. That’s not enough. My recommendation is to clearly identify your ideal customer profile and plan on being persistent, and nice, with sales calls.