How many times do customers say no before they say yes?

60% of customers say no four times before saying yes.

Source
Invesp

Topic
Sales Trends

Year
2022

Closing a sale can be challenging in today’s competitive business climate, but there are certain tactics and strategies that sales teams can use to maximize their chances of success. According to research, customers often say ‘no’ four times before finally saying yes—so understanding and using the ‘Rule of Four’ is key for any sales professional who wants to boost their bottom line.

The Rule of Four states that when a customer is asked to make a purchase decision, they will typically say ‘no’ four times before finally accepting an offer. This means sales professionals need to have both persistence and patience when dealing with potential customers as it takes multiple attempts in order for them to feel comfortable moving forward with the exchange.

The first thing salespeople need to do is realize that rejection isn’t always a bad thing—as it’s essential for getting closer and closer towards closing the deal each time. Additionally, companies should make sure they’re tailoring their approach according to the customer so that each response speaks directly to their individual needs while also addressing any questions or concerns they may have along the way.

It’s also important for companies to provide educational content such as webinars or case studies during the negotiation process in order help customers gain confidence in their decision-making process. Additionally, having a good reward program in place or offering discounts can further incentivize customers while showing them what advantages await after making the purchase.

Finally, businesses should keep track of customer feedback throughout the entire process so that they can adjust their approach quickly if needed—as this will help ensure maximum returns from every potential sale. In conclusion, using The Rule of Four is an incredibly powerful tactic for closing more sales and increasing profits over time—but it’s important for businesses to understand why it works and use it correctly in order optimize results!

More 2022 Stats

48% of salespeople never even make a single follow up attempt.

55% of B2B buyers search for information on social media.

64% of sales professionals who cross-sell say email follow-up is the most effective cross-selling strategy.

Customer referrals account for 54% of all B2B leads.

82% of top performers say they “always” perform research before reaching out to prospects, and report higher usage of sales technology across the board.

57% of C-level buyers prefer to be contacted via phone.

56% of sales professionals get leads from existing customer referrals.

In a recent McKinsey study, 61% of survey respondents said that, before the pandemic, they primarily sold their business’ products through traditional in-person sales — that number has since fallen to 29%.

50% of buyers say working remotely has made buying easier.

43% of sales professionals say email is the most effective channel for selling.

More Sales Trends Stats

Companies that are experiencing the most growth generate 40% more of their revenue from tailored engagements than those expanding slowly.

In a recent McKinsey study, 61% of survey respondents said that, before the pandemic, they primarily sold their business’ products through traditional in-person sales — that number has since fallen to 29%.

According to a study by Salesforce, the average B2B deal size has grown by 20% in 2021 compared to 2020. This is likely due to companies increasing their spending as they look for more innovative solutions to solve their challenges.

A study by GetAccept revealed that sales reps experienced a 40% improvement in win rates when using online proposal software.

Even with a return to in-person lifestyles, only 20% of B2B buyers say they hope to return to in-person sales.

48% of salespeople never even make a single follow up attempt.

56% of sales professionals get leads from existing customer referrals.

57% of C-level buyers prefer to be contacted via phone.

According to a study by Salesforce, the total close rate for B2B deals increased by 10% in 2021 compared to the year before. This is due to an increase in remote selling and sales teams investing more time on proactive outreach.

Today, 97% of consumers go online to research products and services.

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