W EEKLY EDITION JUNE 20, 2018
Survey of Sales Staff Reveals Rapid Change …continued
By Karleen Kos, PSAI Executive Director
Sales Statistic #1: At least half of all prospects are bad f its
The data shows that at least 50% of your prospects aren't a good fit for what you sell – or maybe for how you sell it. Of all
sales professionals responding 71.4% said that 50% or fewer of their initial prospects turn out to be a good fit.
This does n't necessarily mean they want to buy shoes or potato chips while you are selling portable sanitation. It means
that you may spend too much time trying to make a deal with a prospect who only cares about price when you are trying
to sell value. When you do that, you either waste time you could have spent prospecting other customers or you agree to
deals that are bad for your brand and bottom line.
This finding doesn't mean that half your qualified prospects just disappeared on you. Rather, it means that th e majority of
your prospects will never be qualified to buy from you — they're just bad fits from the start.
Once you realize that the majority of your prospects aren't going to be a good fit, it will change the way you approach
prospecting for customers.
This information should liberate you, because it means that you don't
have to try to close every single person you're in front of.
According to Wayshak, if you look at closing rates for most
industries, even the highest are only in the 20% range, while t he
lowest are in single digits.
Let this sales statistic liberate you.
Stop trying to close every single person you get in front of. As soon as
you determine that a prospect isn't a good fit – most likely because
they only care about price and dealing wi th them means fueling a race
to the bottom - move on.
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