5-Minute Selling

CHAPTER 10YOUR WINS WILL COME QUICKLY

Statistically, we know that one out of every five DYK questions eventually results in a new sale.

Ask five, get one new sale. Ask 5,000, get 1,000 new sales.

You will find that the wins in this work come quickly. That's because the more people hear from us, the more they buy.

And when you start your 5-Minute Selling effort, your customers and prospects will hear from you much more than they are now.

Success will come quickly.

We know, for example, that 20% of DYK questions turn into new business (see Chapter 25 for all the details on this technique).

If you sell products, you'll ask about five different products, and one will turn into a new line item. If you ask about 50, 10 will turn into business. And when you ask 500 DYK questions, 100 will result in new sales.

The percentage with quote and proposal follow-ups is the same. Twenty percent of outstanding quotes and proposals close when you follow up on them in the manner I lay out in Chapter 28.

This means one out of every five quotes and proposals you follow up on will close, usually on the spot, or in very short order after your follow-ups.

So, do these things, and the money will come. These quick wins will motivate you to take more action. They will encourage you and inspire you. They will help your customers, and they will help your family.

But the close is not the only “win” that counts here.

Let's look at the entire list of successes that come flooding in when you do this work. ...