Good salespeople know that a third of sales they make are from doing nothing at all. Talking to enough people means they will buy like the people who sell hats in Times Square who merely ask if you want to buy one.
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In sales, the difference between hitting your numbers and not has more to do with the volume of your top of the funnel than anything else. Since a third of sales comes from doing nothing at all, simply increasing the amount of prospecting and appointment setting will improve your sales numbers and can make a big difference.
How do you know if your price is too high? A few things could be happening: the product isn’t actually as valuable as you are selling, you’re talking to the wrong customers, you’re not conveying the value, or any combination of the three.
In sales, it’s easy to mislead yourself into thinking a sales deal is on track when it’s not. A simple way to know that it’s not is to ask yourself if there is a clear next step that both parties have agreed to. Without it, you won’t close the deal and if you do, it’s probably a nothing sale.
It’s surprising how much selling happens by sending follow-up emails. We all lead busy lives (for better or worse) and a well-timed nudge can result in a sale. I would estimate that this single behavior generates billions of dollars of revenue per year.