is a numbers game.
great selling skills, developing good product knowledge and being
at the right place at the right time are all very important if you
are going to be a success in sales. But your strike rate isn't going
to change much from one year to the next. If you have to see 20
customers to close 4 sales, your strike rate is 20% (that is a ratio
of 5:1) If you keep a record of your strike rate you will see that,
apart from seasonal fluctuations, there will be little change month
strike rate is an important measurement to keep an eye on. The only
way to improve it is to develop better selling skills. If you do
the same things this month as you did last month you will get the
same results. This may not be a surprise but you will be amazed
how many salespeople I come across who say they want to improve
their performance, but don't want to change the way they do things.
This makes no sense to me.
So you want to improve your performance so you change the way you
do things for the better and your strike rate goes up from 20% to
25%. Next month you see 20 customers and you close 5 of them. Well
is another way to get better results however. Let us say that you
don't improve your selling skills, but instead of seeing 20 customers
you see 40. Your strike rate will stay the same because you are
doing the job in the same way this month as you did last, but your
results will be dramatically different.40 Customers at a strike
rate of 20% is 8 closed sales.
is a numbers game. Double the number of customers you see and you
will double your closed sales. If you are cleaver and have already
worked out a favorable commission scheme you may have just doubled
your income as well.
work is all about getting more customers to sell to. We will not
be exploring the various ways you can close this new business, that
comes in another book, but we will be exploring some traditional
and some new ways to get you in front of more potential customers
and by doing that improveing your performance dramatically.