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Leslie Groene Website Homepage July 2018, Vol. 156

Sales Facts for You to Know!! (Part 1)

  1. On the phone, tone is 86% of our communication. Words we use are only 14% of our communication. (ContactPoint)
  2. 70% of people make purchasing decisions to solve problems. 30% make decisions to gain something. (Impact Communications)
  3. 78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call. (DiscoverOrg)
  4. 44% of salespeople give up after one follow-up. (Scripted)
  5. The best times to email prospects are 8am and 3pm. (GetResponse)
  6. The average sales person only makes 2 attempts to reach a prospect. (Sirius Decisions)
  7. 93% of converted leads are contacted by the 6th call attempt. (Velocify)
  8. If you follow up with web leads within 5 minutes, you’re 9 times more likely to convert them. (
  9. At any given time, only 3% of your market is actively buying. 56% are not ready, 40% are poised to begin. (Vorsight)
  10. In a typical firm with 100-500 employees, an average of 7 people is involved in most buying decision. (Gartner Group)
  11. After a presentation, 63% of attendees remember stories. Only 5% remember statistics. (Dan & Chip Heath)
  12. Visuals are processed 60,000x faster in the brain than text. (Mammalian Studios)

Focus Point

84. Eat out often.

We have already discussed the importance of maintaining "face time" with your clients. When you’re starting out and attempting to build your sales practice, meals will provide you with an excellent means of reaching all of the key principals who need to be part of your sales team.

When Tom was establishing his sports marketing practice, he had more than 50 lunches with individuals who were already established in this industry. He did his homework so he knew as much as possible about the individual he was inviting to lunch. After a few minutes, Tom’s enthusiasm for the sports marketing industry would become apparent and the individual would begin to “talk turkey” about potential avenues for mutual gain. It was a lot of work, but this process helped establish his firm and led to his first couple of clients.

There is just something about breaking bread with someone that is a good thing. That’s why I continue to utilize lunch or dinner (if applicable) as a primary method of spending time with my best clients or potential clients. And I always pick up the tab!