Memorize These Sales Stats!
You're closing rate will go through the roof if you'll commit these statistics to memory! The single biggest problem I see out there is the lack of follow-up. You must understand that consumers need to be caressed. Understand that persistence is not un-comfortable pressure. Done correctly, persistence will explode your business! Never make 1 call thinking that's all it will take to get the consumer to buy! Just get that out of your head and get serious about structured follow-up!!
2% of sales are made on the 1st contact
3% of sales are made on the 2nd contact
5% of sales are made on the 3rd contact
10% of sales are made on the 4th contact
80% of sales are made on the 5th-12th contact