WHY ARE THERE STILL THOSE THAT BELIEVE SELLING IS A NUMBERS GAME?

Peter Collins

Mentor ~ Coach ~ Acclaimed Author ~ Sales Strategist ~ Closing Specialist - High End Sales Trainer

Published Nov 16, 2019

(The following information is an extract from the Peter Collins Article Archive of over 3,000 Articles gathered from over 40 years of Sales Research).

WHY ARE THERE STILL THOSE THAT BELIEVE SELLING IS A NUMBERS GAME?

Ask someone who is not in sales what is meant by "The Numbers Game" and they'll probably answer "A game you play with numbers" or "Thrashing out numbers". On the other hand ask someone in sales and they'll probably tell you "Its the method a seller uses to get results". In reality, its a method by which salespeople are encouraged to keep working even though they may not be writing sales. They have usually been told, that "If they make enough calls - they will get sales".

However, these days I tend to disagree with that concept. Of all the top sales professionals I know, not one plays "The Numbers Game" in that manner. They carefully plan their calls at the beginning of the week KNOWING HOW MANY SALES THEY WILL WRITE by the end of the week. In other words, if a professionals closing rate is say 1 or 2, he knows he needs to make 10 presentations to get 5 sales. That's his ratio established over a long period of time. But if he or she doesn't sell the 5 out of 10, he or she will obviously work on until he or she does.

The way I understand it, is that the only salespeople I ever see influenced by "The Numbers Game" are generally the ones who don't analyse, plan, or diarise properly – or if at all.

In my opinion, the only numbers game which should exist in sales is in canvassing. When you canvass, it becomes a numbers game. Apart from the time put in, there are little if any calls made or sales presentations responded to. No, selling never has been, nor will it ever be, a straight forward "Numbers Game". And the reason why is as obvious as the nose on your face. There are only so many possible prospects that can be seen in any one are of life. However, it would take far longer to work through prospects that can be sold in the home as opposed to the number of prospects that can be sold to in industry.

The problem with those who believe they are able to work the numbers game, is that sooner, rather than later, the seller will either run out of prospects – or will need to start over again. And there will be a limit to how many times the same prospects will entertain seeing anyone in sales selling the same, or a similar, ideology, product or service.

So ask yourself again. “Is selling really a numbers game?” If you say yes, then be prepared to move on as the sales from the territory you work become smaller and smaller. If you say no, you will be in good company, simply because you won’t burn potential clients and you will be counted amongst the ones that keep the door open for the professionals that think the same way you do.

Peter Collins

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This Article is by Peter Collins - In a sales career spanning more than 55 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and of the 140 books he has written over the past 50 years, Peter has 70 Business Books to his credit, (but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale). Peter also has written 30 Christian books. One of Peter's books, sold almost 2 million copies in the late 1970's and is still selling well through second hand online marketers worldwide. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

Peter can be contacted through his website – profitmakersales.com

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