Are your sales reps the “go-to guys” for quality, up-to-the-minute information that helps prospects throughout their decision making process?
When a sales executive reaches the prospect with value-added information at the beginning of this process, she has up to an 85% chance of winning business. By being at the beginning of the process, the sales executive shapes prospects’ criteria upon which all subsequent decisions throughout the buying process are made. Sales executives who do not reach the prospect until the end of the cycle have only a 15% chance of closing a deal.
Well-known author of “The Sales Bible,” Jeffrey Gitomer gives further evidence of the significance of timing within the sales cycle with his research and reports of a 95% chance of winning business when a prospect calls the sales executive, versus a 5% chance when the sales executive cold calls a prospect.
The key to winning business, therefore, lies in your sales executive’s ability to prove value to your potential buyer during the initial stages of the buying cycle, encouraging the prospect to call the sales executive as they begin to gather information.
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