Jon Carson Consulting June 2018

Tester TIME 808 W. Colbert St. Meridian, ID 83646 (208) 707-9807 www.dialingstrangers.com

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The Creative Mind Passed on Through the Generations

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The Secret to Remembering Names

Tester-monials

Mom’s Rhubarb Cake

The Green Eggs and Ham Line

The Green Eggs and Ham Line If only I had known that the best sales book in the world was written by Dr. Seuss, my sales career would have started in the third grade.

However, if you are just making it up as you go, the numbers prove that most of you would quit at Page 1, and the rest would stop at Page 3.

“Mom, read it again,” I asked, as my 8 p.m. bedtime came rolling about. “I love Sam I Am. Green Eggs and Ham!”

The Green Eggs and Ham Line

Apparently, I’m not the only one with a copy of Dr. Seuss’s best- seller. The book “Green Eggs and Ham” was published in 1960. According to the latest count, 8 million copies have sold worldwide. By the way, whether you are just starting in sales or are a seasoned veteran, the book with the orange cover is a must-read. It’s also the baseline for what I call the “Green Eggs and Ham line.” Most sales studies show that 50 percent of sales people quit on a prospect after making one call. Of those still calling on that same prospect, 20 percent stop pursuing after the second touch. 10 percent call it quits after the third try. Here’s the good news: 80 percent of sales or closing situations occur after the eighth touch. Here’s where I put in the Green Eggs and Ham Line.

1. 50 percent quit after the first call (Dial No. 1).

2. 20 percent quit after the second call (first contact with the gate keeper).

3. 10 percent quit after the third call (surprise, or value add).

4. Provide the prospect with a white paper about their industry.

5. Purchase a book as a gift for them.

6. Make another call. (You now have permission to say, “She’s expecting my call.”)

7. Make an appointment. (Discover pain, budget, and decision.)

8. 80 percent of sales happen after the eighth touch. (Let’s give those Green Eggs and Ham a try.) What are you doing between now and when the prospect decides to buy? My first suggestion is that you purchase a copy of Dr. Seuss’s classic book. Then, build a plan using the Green Eggs and Ham line.

What are you doing between now and the time the prospect decides to make a purchase?

“Sam I Am, Green Eggs and Ham. Would you like them here or there? Sam, if you let me be, I will try them, you will see.” What does your marketing, sales, or follow-up funnel look like between touch No. 3 and No. 8? There you have the Green Eggs and Ham line. Your funnel or plan should already be mapped out.

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