Chapter 13 - Count the "No" Answers
- How many "No" answers do I get in a single day. Write that number down and compare it to the "Yes" answers.
- Here is one of the most imporatant ratios that Schiffman's claims is valid no matter the industry..
20:5:1
What this means is for every 20 initial contact (serious discussions/presentations with Decision Makers), I will get 5 Prospects which in turn will result in 5 Sales.
In other words:
IC - P - S
IC = Initial Contacts
P = Prospects
S = Sales
The definition of a PROSPECT = Someone who has agreed to play ball with me
- How many initial contact does it take me to develop a single prospect. How many prospects do I now have? How many must I replenish my base with whenever I make a sale (5! 5 for every single sale..). The lesson here is ALWAYS BE PROSPECTING
- Initial Contact require follow through; Know difference between CONTACT and PROSPECTS
