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The conversion ratio for each stage is different for different industries. Say, the conversion ratio is 2:1 at each stage (S.P.A.N.C.O), this means for one order, I need two closes, 4 negotiations Cheap Jordan 6 , 8 approaches, 16 prospects and 32 suspects.
As a poor sales man, I will create 32 suspects and then run though the sales cycle to get one order. Suppose this takes 14 days. If I, then, start the new cycle Cheap Jordan 5 , I will get an order after 14 days. That means, in a 8 week program, like SIP, I will get 4 orders.
As a good salesman, I will
1. start day 1 with 32 suspects Cheap Jordan 4 ,
2. start day 2 with 32 new suspects and 16 prospects of day 1,
3. start day 3 with 32 new suspects, 16 prospects of day 2 and 8 approaches of day 1
4. start day 4 with 32 new suspects, 16 prospects of day 3 and 8 approaches of day 2 and 4 negotiations from day 1鈥tc.
This means every day I will have to spend time creating a new set of suspects and following up with the funnel of the previous days.
My sales is limited by
1. how I manage time each day
2. how fast I move from one stage to another, and
3. how good is my conversion ratio
To be a good sales person Cheap Jordan 33 , I need to start thinking, check out the best sales person in my company, talk to him, accompany him 鈥ake short-cuts to learn the best practices.
BUT I MUST MANAGE MY NUMBERS AND MY TIME RELENTLESSLY.
If I am waiting in the reception, I should pick up my mobile and start finding out suspects and their details Cheap Jordan 32 , start talking to prospects to get an appointment鈥?
Good salespeople are NOT people with the gift of the gab, they are people who are focused on their numbers
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