If you’re looking to improve sales, start by asking why your prospects said no.
Most sales representatives are familiar with rejection. It’s in the job description, right? No matter how charming and persuasive you are on the phone, some people will still tell you they’re not interested. In fact, the average sales development representative makes 52 calls per day. To put it another way, it takes 18 dials to connect with a single buyer, and call-back rates are less than 1%.
When decision makers turns you down, your first instinct might be to hang up, then move on to the next call as soon as possible. Instead, stop to consider what their objections were, and whether you could have changed their minds.
Think about it this way: every prospect is an individual with different needs and interests. And yet, you can still search for patterns to improve sales.