The Rule of Five
Posted: Sat Apr 05, 2025 4:46 am
How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coca Cola? Perhaps I should ask, how many times a DAY do you see one?
Now you’d think that people already know about Coca Cola, but did you know that Coke still spends billions of dollars a year on advertisements?
It’s the same reason that infomercials run over and over and over again. After you’ve seen the same infomercial 50 times, you begin to consider it.
After another 50 times, you think you might actually use it. Another 50, and chinese overseas africa database some of you decide that you’ve got to have it – I mean, heck, they’ve run this commercial at least a thousand times, there must be some value to this, right?
I remember my first sales manager used to say to us that we weren’t even in the closing arena until we had asked for the sale at least five times (and gotten a “no” five times, by the way). After that, he’d say, you’re finally closing.
How much more successful would you be if you asked for the order five times and had a prepared response to each objection and, after answering it, asked for the sale again?
Now I know there is a fine line between being obnoxious and being persistent, but if you’re able to be persuasive and persistent, you are sure to close more deals.
Now you’d think that people already know about Coca Cola, but did you know that Coke still spends billions of dollars a year on advertisements?
It’s the same reason that infomercials run over and over and over again. After you’ve seen the same infomercial 50 times, you begin to consider it.
After another 50 times, you think you might actually use it. Another 50, and chinese overseas africa database some of you decide that you’ve got to have it – I mean, heck, they’ve run this commercial at least a thousand times, there must be some value to this, right?
I remember my first sales manager used to say to us that we weren’t even in the closing arena until we had asked for the sale at least five times (and gotten a “no” five times, by the way). After that, he’d say, you’re finally closing.
How much more successful would you be if you asked for the order five times and had a prepared response to each objection and, after answering it, asked for the sale again?
Now I know there is a fine line between being obnoxious and being persistent, but if you’re able to be persuasive and persistent, you are sure to close more deals.