Sell When They Buy

Zig Ziglar on

Research conclusively proves that 70 percent of all merchandise or business created by salespeople is sold between the hours of 7 a.m. and 1 p.m., 20 percent of the business is sold between 1 and 5, and only 10 percent after 5 p.m. Some notable exceptions to this rule, primarily in the field of direct sales, were cookware, vacuum cleaners, cosmetics, plastics, vitamins and products that are frequently sold in the home. They have much higher percentages of sales taking place after 5 p.m.

Here's why: The person on a sales call at 7 a.m. will find a more receptive prospect who will rationalize that they will have the rest of the day to catch up if they fall slightly behind. However, if they call on a prospect at three o'clock in the afternoon, who is already "running behind," the prospect will not be as responsive. In addition, their energy level is down, and so is the salesperson's.

Message: Know where you are in your quest for reaching your objectives by planning and preparing around information relevant to your efforts.

Andrew Gardner, an assistant vice president with Merrill Lynch, says they have as clients a large number of men and women from all walks of life who earn $100,000 a year and are different in many ways. The only common ground they have is the fact that, at any given time of the year, when asked where they are on their objectives, any of these $100,000-a-year income earners can tell you precisely what their accomplishments are up to that date.

Whether you ask on Feb. 2 or Oct. 10, they will give you the correct answer.


It is a fact of life that you need to know where you are as well as how to get where you want to be, so use pertinent information, and keep those records, and I'll see you at the top!


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