Kirsty

It's a numbers game...or is it?

It's a numbers game...or is it?
When I was last up in Queensland I caught up with a fellow speaking colleague. We were discussing all the traditional sales techniques and jargon when he brought up the old saying 'it's a numbers game" he told the story of how years ago when he had been a young salesmen himself he had to report in each day to his manager to make sure he had hit his targets of 12 calls a day. One day he got pretty close he made 11 and his manager congratulated him on nearly reaching his target for the day. With his quick wit he replied "I would have made 12 if number 9 hadnt stopped me to ask what I was selling!" Humourous I know I was in fits of laughter. But on a serious note, when we are encouraged to focus on numbers we can often get into this kind of mindset, churning through numbers instead of focusing on what really matters 'a quality connection' we are far better of spending time with a smaller number of prospects that we genuinely connect with and can form lasting relationships with that generate the kind of lasting repeat and referral business we need.