If they are like 97% of agents, then the answer is probably “yes.”
At Convirza, we track and analyze phone performance for businesses. This involves extracting data from calls to determine factors that lead to more sales and revenue.
Analyzing millions of phone calls with Conversation Analytics has given us access to a host of valuable insight.
This includes the tendency of most employees to give up way too quickly.
Our analysis revealed that the majority of employees simply stop trying to make the sale when they came up against a small objection. In fact, only 3% of sales agents continued to try for the sale following an objection.
The data from some of our previous studies indicates that being persistent and attempting to move past objections is one of the most important elements for success on a sales call.
Asking for the business just one time after an initial rejection made the sale 12.6 times more likely to occur.
Agents that give up too quickly are basically shutting the door on potential customers. A lack of persistence is behind a substantial amount of lost sales and associated revenue.
Whether your employees’ failure to overcome objections is due to a fear of being pushy, apathy, or some other reason, it needs to be addressed.
The caller on the other end of an inbound phone call initiated the interaction. They called your businesses because they were interested in getting more information about your products or services.
If they weren’t interested in what you’re selling, they wouldn’t have called.
If you’re not persistent when it comes to helping them find what they are looking for then you are blasting revenue at your competitors.