How many times have you been told NO this week?

  • August 2, 2010 4:44 PM PDT

    I have looked at the membership of this esteemed organization and I see a lot of name I know. Names of new reps from all over the USA that I have had the fun of working with.  For wach of you I have a question:  How many times were you told NO last week.  By a prospect.  When you were asking for an order. 

    If you are 100% honest with yourself, many of you are going to have to say "0"....because you never asked the YES/NO question.

    How many times did you hear "no" today?  None?  Then you were unemployed today.  In fact you were worse than unemployed.

    Do you know your slippage rate?  (my company loses 20% of its customers every year as of late).  Do you know your closing ratio?  My staff averages 33.33% on order asks, but an astounding 54% currently on dollars.  This shows that on average my sales staff does better selling larger contracts.  Do you know your average order?  Your closing ratios on asks?  On Dollars?  If not, how do you know how you are going to get to your goals?

    New people... pay no attention to anyone who has been in the business over three years.  They have bad habits (and you will too by then).  Work the math!!!

    Inaboxonline.com stats:  Of over 2500 users...  average closing ratio on asks for ANNUALS, 32.2$

     

    Have a great night!

     

  • August 3, 2010 12:18 PM PDT
    COOL!!!!! Now you have a 1 in 9. Your goal for this week is to make that 1 in 8!!!!
    • 18 posts
    August 4, 2010 1:35 PM PDT
    I agree Jane, the more you put in, the more you get out. No matter how many yes's or no's
    • 21 posts
    August 6, 2010 4:34 AM PDT
    Chris brings up a great point. To really be successful in this business, take a lesson from te old Jonny Qwest cartoon, the one where the Qwest team was trying to destroy an invisible monster. Jonny's killer suggestion? Paint the monster! Knowing your closing percentages, especially dollars asked for / dollars closed is extrememly important. Same with number of appointment calls converting to appointments, appointments to presentations, etc. Help yourself- paint the monster!
    • 37 posts
    August 6, 2010 8:28 AM PDT
    Well for me it's been a week of one big yes one little yes and a we are going over our advertising budget next week come back next Friday. With that I have eight absolute NO's and a few "we'll think about it"
    Being in sales as long as I have, although very new to radio, you have to know what you are closing. I heard a trainer say once about retail sales is that you are only employed two hours a day. You have the make the best of those two hours to make up for the other six that you are preparing and waiting for customers.
    Our closing ratios should be like a good Major League hitter - the best hitters in baseball are hitting about .325-.350 and want to hit .400. So 3-4 times out of 10 not too bad of a ratio to aim for. I can tell you in retail the adverage is only 23-25% for their closing ratios.
    • 180 posts
    August 6, 2010 10:11 AM PDT
    Being in sales means being able to be told NO.
    Closing ratios are great for the guys in the corner office who haven't gone out on the street and made a cold call in years.
    For myself, I always remember the dirty joke, the punchline of which is,"most say No, but that one YES makes it worth it."
    • 9 posts
    August 10, 2010 5:31 PM PDT
    I got three no's today. But that's alright - each no gets me closer to a yes!
  • August 10, 2010 6:54 PM PDT
    From one old street walker to another Mark... that is what we all need to understand. I like the baseball analogy posted here about a good average... you can either ask everyone over and over.... or you can make smart asks and shoot for that closing ratio.
    By the way... IAB universe this week... 32.7% YTD 33.1%.