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.  
treating you?”  
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.”  
third contact.  
• Only 10% of sales are made on the  
fourth contact.  
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 believingthe  
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 You can read his blog every  
other Monday at  
“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