Ten revealing statistics to help boost your telesales

Frazer Chesterman.
Frazer Chesterman.

In this thought leadership article by Frazer Chesterman, Director and Co-owner of FM Brooks and Co-founder of the InPrint Show and Pure Digital Show, you’ll discover ten key stats that could affect your telesales results.

I’ve been in sales for pretty much all of my career and I’m always happy to learn something new and then to share that information with others about the selling process. Certainly, I’ve noticed that it’s becoming more and more difficult to occupy people’s time now – whether it’s through an email or through a telesales call.

Personally, as an events organizer, I’m pleased to confirm that face-to-face contact still delivers the best value in sales. But I was intrigued to read these ten statistics about telesales that I came across on Linkedin.

  1. The best time to cold call is between 4 pm and 5 pm. The second best is 8 am to 10 am. The worst times are 11 am to noon. (InsideSales & Kellogg School of Business).
  2. Thursday is the best day to prospect. Wednesday is the second best day. Tuesday is the worst day. (InsideSales).
  3. In 2007, it took an average of 3.68 cold call attempts to reach a prospect. Today, it takes about eight attempts. (TeleNet and Ovation Sales Group).
  4. About 80% of sales require 5 follow-up calls after a meeting – and 44% of salespeople give up after one follow-up call. (The Marketing Donut).
  5. After a presentation, 63% of attendees remember stories. Only 5% remember statistics. (Chip and Dan Heath).
  6. About 70% of people make purchasing decisions to solve problems. About 30% make decisions to gain something. (Impact Communications).
  7. Each year, you’ll lose about 14% of your customers. (BusinessBrief).
  8. Prospects that buy have about 58% more objections than prospects who don’t. Learn to appreciate objections as they provide opportunities to solve customer problems.
  9. The number one reason customers buy from you isn’t service, selection, quality or price – it’s your confidence! (Guerilla Selling).
  10. Constantly give value before asking anyone to buy your product or service. Or, to put it another way, utilize reciprocity – the practice of exchanging things with others for mutual benefit.

 

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Tony Curcio is the editor of Graphic Arts Magazine.