BY DOUG ROOKER, PURCHASING POWER’S VP OF SALES
Prospects seem to have a way of evaporating while we’re not looking. Why is that? The way to change the outcome is to first understand exactly how it happens.
For example, let’s say you have 20 prospects, and your closing ratio is one in five (you make one sale and actually lose a total of five prospects). One individual becomes a customer and the others are no longer valid. The typical salesperson will say to himself or herself, “Well, I made one sale. That means I have 19 prospects to go.