The Power of Numbers
To achieve success in business, sales and life, you must play the numbers. The salesperson who sales the most is usually not the best salesperson. Here is how it works: If you are a salesperson and on average, for every 20 people you see 5 buy, then your closing ratio is 25 percent. Once you know your average, it’s easy to determine what you have to do to achieve a certain goal. If your goal is to close 50 sales, you know you need to get in front of 200 people. It is true that you will never know which 5 out of 20 people will buy; but if you understand the law of averages, you don’t give up if the first 5 don’t buy or even the first 15 don’t buy!
Salespeople often ask me how they can increase their income. I explain to them that the fastest way to increase their income is to increase the number of qualified prospects they spend time with. Even if everything else stays the same (your skills, your averages, etc.), if you will double the number of qualified prospects you see, you will double your sales income.
I learned that early in my sales career. I understood that as long as I had a decent closing percentage, I didn’t have to be the best in any particular area in order to be number one. All I had to do was know my averages, set a goal and then play the numbers.
The top achievers are taking massive action to achieve massive results. Always measure your results so you can see how you are doing and find those little areas for improvement. Be open to criticism and suggestions for others and be determined to find ways to improve your performance. But, most important, remember that massive action is the cure-all and selling is a numbers game.
The individuals who take massive action every day, analyze what is working and what’s not, make slight adjustments in their heading and take more massive action are the ones who will ultimately “achieve” the next level of success.
Believe in Yourself….Raise the Bar….Move Mountains!
Billy Cox
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