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Only 14% ofall business to business buyers
consider the lowest price to be the primary reason for making a purchase
launch session 2nd May
Successful sales presentations contain almost
50% more sales objections"than unsuccessful presentations
A 1979 survey of Harvard MBA graduates asked if they had set, written goals for the future & plans to accomplish them.
3% said yes. 84% had no goals at all.
Today, the 3% are earning 10 times as much as the other 97% put together"
Source: What they don’t teach you at Harvard Business School
Within 7 seconds of first meeting you
a prospect will have made an average
of 11 different evaluations about your character"
The best time to cold call is:4:00 PM - 5:00 PM
The second best time is:8:00 AM - 10:00 AM
The worst times are:
11:00 AM and 2:00 PM"
57% of every buying decisionis already made before any sales rep is involved, while cold calls are ineffective
97% of the time, increasing 7% every year since 2010"
Source: Corporate Executive Board report
Cold calling is effective
3% of the time,
declining 7% per annumsince 2010"
Source: Corporate Executive Board report
92% of decision makers for big ticket items will search online
before making a decision"
Source: Ogilvy & Mather
The average cost of hiring a poor sales person
is $150,000" Source: www.objectivemanagementgroup.com
Only 8% of sales people position themselves to make a sale.
Those who do are 27%"more likely to sell"
!
Source: www.professionalsellingsystem.com
Jim Obermayer’s Rule of 45.
45% of all inquiries will buy from someone"(10-15% within 3 months)
Source: Managing Sales Leads, Turning Cold Prospects into Hot Clients
45% of all inquiries will buy from someone"
(10-15% within 3 months; 26% within 4-6 months) This means poor follow-up can
reduce potential sales by 75% Source: John Obermeyer’s The Rule of 45