Top Salespeople Win at the Numbers Game

"Sales is a numbers game" is something mostcontract, issue a purchase order, or cut a check?
salespeople are taught from Day One on the job.This number is crucial: This is the number of genuine
That's very true. But - what are the numbersprospects you contacted.4. What percentage of
everyone is talking about?In the Life Insurancethose decision-maker contacts resulted in an
Industry, most new agents are taught the "Standardappointment? This number is important for two
Sales Formula - 100/10/3". That is, contact 100reasons: 1) You need to know how many contacts it
people, get 10 appointments, sell 3 policies. Thattakes to secure an appointment, and 2) You need to
sounds like a winning formula, doesn't it?In reality, lessgauge, measure, and refine your High Probability
than 1 percent of the 1 million+ insurance agents inProspecting offers.5. What percentage of your
the USA can consistently produce those results.appointments resulted in a sale?6. What is the
Other industries have their own bogus formulas.Bogusaverage number of sales appointments, per prospect,
numbers lead to bogus sales goals: They inevitablydoes it take for you to close a sale? Over the past 6
result in disappointment and discouragement. On themonths, exactly how many appointments did you
other hand, good numbers, based on 'real-world' salesmake, and keep?7. What is your closing average per
activity in the field, can guide you through the salesprospect? What is your closing average per
process and lead to increasingly encouraging results.appointment?Top Performers can answer ALL of the
Top producing salespeople *really* know theirabove questions, ACCURATELY, at any given
numbers.Most people, therefore, don't choose themoment. Can you?If you don't monitor and measure
uncomfortable route. They don't change very muchyour sales activity, you're typical of 98% of the
of what they're doing, with the exception ofthousands of salespeople we've dealt with over the
performing a few sales techniques somewhat better.years. Most of those salespeople struggle with their
Yet, they expect their results to change dramatically.jobs every day. Without knowing exactly what you
That's not how the world works!In High Probabilityare doing, and how much you are doing it, the
Selling, we track all sales activity, at every step ofprobability of improving your sales performance is
the sales process, from initial contact through to theextremely low.Yes, sales IS a numbers game. Keep
signing of the contract. By monitoring and measuringstatistics on EVERYTHING that you do- it's easy,
the results of each discrete step of the sellingonce you get into the habit. Now is the best time to
process, you can constantly refine your selling skills.start keeping sales performance records.Your
The result is steady, gradual improvement, until youstatistics will enable you to understand, tweak, and
are producing optimal results and have become aimprove your selling skills. The result? A dramatic
Top Performer.Top Performers know the answers toimprovement in your sales success.©Jacques
every one of the questions below. In the last 6Werth, High Probability(R) Selling - All rights
months:1. What is the average number of prospectsreserved.Jacques Werth, author of "High Probability
that you attempted to call (dials per week?)2. WhatSelling," is an internationally respected Sales Trainer
percentage of those dials resulted in contact with aand Sales Consultant. HPS graduates are excelling as
decision maker (not voice mail or a gatekeeper)?3.Top Producers in over 70 industries. Visit to read
Out of all the dialing you did in #1, what percentagemore articles, preview the book, and learn more
resulted in talking to the person who could sign aabout High Probability Selling.