The unique perspective I have gained from speaking at over 50 events in the last year has taught me that while most people want the amazing and spectacular, what they really need is the simple.

The most common question I get from people both live and via my social media sites, is, "What's the one thing that I can do to create more business in the next month?" The truth is that there's no quick fix. Getting to the closing table takes time, repetition and persistence.

Most sales people are spending over 90% of their energy for a less than 5% return. Here are some supporting statistics from cumulative online reports sourcing the National Sales Executive Association. Did you know that...

• 48% of sales people never follow up with a prospect
• 25% of sales people make a second contact and stop
• 12% of sales people make more than three contacts

And yet 26.6% of all inquiries result in a sale.

This should motivate you:

• 2% of sales are made on the first contact
• 3% of sales are made on the second contact
• 5% of sales are made on the third contact
• 10% of sales are made on the fourth contact

Eighty percent of sales are made on the fifth to 12th contact.