The records showed that 70% of my sales were made on the first interview, 23% on the second, and 7% on the third or after. But listen to this; 50% of my time was spent going after the 7%.
"So why bother with the 7%" I thought. "Why not put all my time on first and second interviews?" That decision alone increased the value of each call from $2.80 to $4.27
Taken from "How I Raised Myself From Failure To Success In Selling" by Frank Bettger.
The questions I pose to you;
1. Is there anywhere in your shop or business activity where you can free up time?
2. Would you feel comfortable telling potential customers that they are not wanted?
3. Would you feel comfortable telling existing customers that they are no longer welcome?