{"id":447,"date":"2013-06-26T19:28:36","date_gmt":"2013-06-26T19:28:36","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=447"},"modified":"2013-06-26T19:28:36","modified_gmt":"2013-06-26T19:28:36","slug":"the-metrics-of-selling","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/the-metrics-of-selling\/","title":{"rendered":"The Metrics of Selling"},"content":{"rendered":"\n\n\n
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The Metrics of Selling<\/p>\n<\/div>\n<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/td>\n<\/tr>\n

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According to the National Sales Executive Association, 80% of all new business is won after the fifth contact.<\/p>\n

Our own research of SoundADvice member activity reveals similar results; the average size of a first order is four times greater after a prospect has received five to seven SoundADvice contacts.<\/p>\n

What are the key take-aways from this research?<\/p>\n

1.)\u00a0 Advertisers buy from account executives they trust, and building trust takes time.<\/p>\n

2.)\u00a0 Don’t expect an order on a first call, and don’t give up too early.<\/p>\n

3.)\u00a0 A call that does not yield an order should not be considered unsuccessful; instead consider it to be an advancement towards success.<\/p>\n

4.)\u00a0 Have a strategic plan in place to generate a minimum of 5 to 7 valid business contacts with your prospect as you advance towards that order. A “valid business contact” is any contact which benefits your prospect and enhances your brand as a helpful marketing professional.<\/p>\n

One final point: Never think of getting an order as the end of your selling process. It’s actually just the beginning towards the next bigger order if you plan another 5 valid business contacts immediately following that first order.<\/p>\n

P.S. Our SoundADvice system creates valid business contacts for you every week.<\/p>\n

Contact Peter@wensmedia.com<\/span>\u00a0to learn how a SoundADvice membership can increase your local direct sales.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n\n\n\n
<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n","protected":false},"excerpt":{"rendered":"

The Metrics of Selling According to the National Sales Executive Association, 80% of all new business is won after the fifth contact. Our own research of SoundADvice member activity reveals similar results; the average size of a first order is four times greater after a prospect has received five to seven SoundADvice contacts. What are […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-447","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/447","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=447"}],"version-history":[{"count":3,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/447\/revisions"}],"predecessor-version":[{"id":450,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/447\/revisions\/450"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=447"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=447"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=447"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}