Tb yhL ey l e “RN. Hei lxl t” Call
needed a favor.And when you need a with an account I have been trying to the National Sales Executives Associa-
favor who better to call than a friend. sell for nearly eight years. I tried very tion regarding this very subject. I told
Particularly an old friend who you hard not be a pest, but I just wasn’t him I had not but would love to see it
have known and worked with in the going to give up. And today we ﬁnally and perhaps share it with a few of my
past and still have the pleasure of inter- broke through and I can’t tell you how friends. Scott sent it over and it is ab-
acting with in the present. I didn’t have happy I am.”
a lot of time to spare and as I punched “Wow, Joe. That’s a lot of chasing. So thanks to Joe and Scott, I now get to
in the numbers to make the call I was And I would think a little discouraging share this story and what follows with
hoping he would be in.He answered on at times too.” a few of my friends … you.
the third ring. “It was, Lyle, but I just kept telling
solutely fascinating. A lesson for us all.
Joe, I’m so glad you’re in. How is life myself that‘the next call will be the one’ SaleS StatiSticS
and ﬁnally, it was.” • 48% of salespeople never follow up
with a prospect.
“Lyle,” he enthusiastically replied,
We ﬁnished our call and scheduled a
it’s so good to hear your voice. I’m dinner meeting for later in the month. • 25% of salespeople make a second
doing great and how are you?” Knowing that my request would be contact and stop.
We don’t talk all that regularly.Maybe handled well and that my friend had • 12% of salespeople only make three
three or four times a year and we try to scored a victory, I smiled and went contacts and stop.
meet for dinner or lunch about once a back to the tasks at hand. But within • Only 10% of salespeople make more
year when our travel paths cross, but just a minute or two, my phone rang than three contacts.
it doesn’t matter. Every conversation and this call, although anticipated, • Only 2% of sales are made on the
starts as if our last conversation had was from someone I had never met or ﬁrst contact.
just ended the day before.Joe’s enthusi- talked with before.On the second ring I • Only 3% of sales are made on the
asm for life combined with the humor answered with my usual greeting. second contact.
and energy he brings to every conver- “Lyle, my name is Scott Mitchell • Only 5% of sales are made on the
sation is kind of contagious. Joe Sousa from J.E.Berkowitz and I’m hoping you
is just fun to deal with and he and his have a few minutes for me.”
• Only 10% of sales are made on the
partner Kerry Reid have built an in-
The conversation went every which
credibly successful and highly regarded way … a bad habit of mine … and • 80% of all sales are made on the ﬁfth
organization over the past dozen or so at one point, I told him my Joe Sousa
years. We quickly worked out the de- story. We talked about the value
tails of what I needed done and after of perseverance and that unless a
getting caught up on news of our fam- potential customer starts throw-
ilies, friends and other personal mat- ing things at you or hangs up
to twelfth contact. n
L y l e R . H i l l is the managing
director of Keytech North America,
a company providing research and
technical services for the glass and
metal industry. Hill has more than
ters, the conversation took a turn.
as soon as they hear your voice,
“Joe,” I began,“something’s going on there is a great deal to be said
with you. I’ve known you a very long for simply always believing “the
time and while you are always upbeat, next call will be the one.” Toward
you are over the top today.So what’s up?” the end of our conversation, Scott
40 years experience in the glass
and metal industry and can be reached at
email@example.com. You can read his blog every
other Monday at lyleblog.usglassmag.com.
“Lyle my friend, you are correct. Just asked me if I had ever seen a
before you called I was on the phone study that had been published by
USGlass, Metal & Glazing | October 2016