In this installment, the consulting firm Neurosales and its director, Carlos Rosales, a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala, focus on contact activity and its quality or value in closing sales, sharing their insightful recommendations with our users and readers through the Grupo El Sumario media outlets.
“Many salespeople believe that a sale is made on the first attempt. They send a message, don’t get a response, and assume the prospect isn’t interested. But the reality is very different, and most give up after the second contact, when the process hasn’t even begun.”
Various specialists and experts agree that a meeting requires at least eight points of contact. And that’s just to open the door. The rest of the journey depends on how you guide the client through the three natural stages of any sales process: interest, consideration, and commitment. Each stage requires patience, intention, and communication that resonates with the listener.
“The key isn’t doing more, but doing it better. While the average person gets a meeting after eight interactions, the best achieve it in five because every contact has a clear purpose. They don’t send empty reminders or generic phrases. Each message answers what a buyer is silently wondering: why act now, why choose you, how you add value to their business, and why trust your judgment.”
Building trust and value
-Before calling or writing, it’s worth pausing to review five simple points: who the buyer is, what truly matters to them, where they prefer to receive information, when they have the mental space to talk to you, and why they would agree to speak with you. With that clear, designing a consistent sequence is much easier. It could be an email, a LinkedIn conversation, a brief call, or content that helps them better understand their problem. The important thing is that each step builds trust instead of pressure.
“Follow-up isn’t empty insistence. Only 25 % of leads decide quickly. The rest need time, clarity, and support. Sales aren’t achieved by those who rush, but by those who maintain a purposeful pace.”
Top salespeople don’t stand out for making more contacts, but for providing more value in each interaction. That’s why they get more meetings, advance more opportunities to proposals, and close more deals.
“Persistence opens doors. Value is what keeps them open.”
About the author Carlos Rosales
Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. He is the author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with over 90,000 copies sold. He trains sales professionals throughout Latin America and is a high-impact speaker and mentor.
He has been recognized by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as one of the Top 12 HR Influencers in Colombia.
He is currently the director of Consultores Neurosales a training and human development company with a presence throughout Latin America.
Main reference image source: Vitaly Gariev on Unsplash
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