Page 169 - Schooley Mitchell Marketing Manual
P. 169
SCHOOLEY MITCHELL
MARKETING MANUAL
Prospecting
Sales Statistics
Sales Statistics
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop 12% of sales people make three contacts and stop
Only 10% of sales people make more than three contacts 2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to 12th contact
Aquarium Experiment – The Value of Persistence
A plexiglass divider was placed in an aquarium with small edible fish on one side and predatory larger fish on the other. The predators kept bumping their nose on the plexiglass trying to eat the smaller fish.
After several attempts, they gave up and stopped trying.
Once the plexiglass was removed, they still did not attempt to venture to the area of the appetizers. It would have been a feast if persistence was applied.
Manual Revised: April 3 2025 Confidential
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