CHAPTER 21Know Your Numbers

UNUSED FREQUENT FLYER MILES AND SELLING Economist magazine once reported that the value of unused frequent flyer miles in global circulation exceeded the total amount of U.S. dollars in worldwide circulation. The calculation was based on 14 trillion miles at two cents each, giving a total value of U.S. $700 billion.1

What do you collect and measure in your sales life? Is your currency phone calls? Prospects? Closed deals? Time spent in the office? Time spent at home?

Isn’t it ironic how so many of us don’t attend to numbers while our buyers are fanatically fixated on them, every single day?

Great sales pros measure everything they can think of because they recognize how those numbers influence their behavior. When ...

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