Sales Must First Learn To Track.

I remember when I was working in a multinational company in 1995, my former American boss said to me: Hey, buddy, do sales, you have to learn to follow.

To further illustrate the problem, the boss gave a vivid example:

Someone saw our job advertisement, and on the last day of his application, he sent us his resume. The purpose of his resume was to put his resume on top of a pile of application materials.

A week later, he called to ask if we received his resume (of course, safe delivery).

This is tracking.

Four days later, he called the second time to ask if we were willing to accept his new recommendation letter.

This is the second time he has followed.

Two days later, he sent the new recommendation letter to my office. Then he came over again and asked if the fax was clear.

This is the third tracking.

We are impressed by his professional tracking work.

He is now working in our American company.

From then on, I realized that

Importance.

Until a week ago, when I saw the statistical report of the professional marketing association of America and the National Sales Executive Association, I reconsidered the sales tracking work.

Please look at the vivid statistics:

2% of sales were completed after the first contact.

3% of the sales were completed after the first tracking.

5% of sales were completed after second tracking.

10% of sales were completed after third tracking.

80% of sales are completed after fourth to 11 tracking.

Almost in sharp contrast, in our daily work, we found that 80%

After tracking one time, there will be no more than second or third tracks.

Less than 2% of salesmen will stick to the fourth track.

Tracking makes your customers remember you, and when customers take action, think of you first.

The ultimate goal of tracking is to form sales, but in form it is not what we often hear. "How are you thinking?"

In addition to paying attention to system continuity, we should pay more attention to the correctness of tracking work.

:

Take a more specific way of tracking, deepen the impression of your customers; find beautiful excuses for each trace; note that the two tracking time interval, too short will make customers tired, too long will make customers forget, we recommend interval of 2-3 weeks; every time tracking do not show your strong desire, want to do this single.

Adjust your posture, try to help customers solve their problems, understand what your customers are thinking recently, and how are they working?

Please remember: 80% of sales are completed after fourth to 11 tracking.