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Recall that approximately 80% of purchases occur after the order has been requested five times and yet only 10% of salespeople ask five times before quitting. Likewise, 40% of salespeople ask only once, then quit. These 40% quit for a variety of reasons: impatience, the craving for instant gratification, poor follow-up, no time-management system, or just simple laziness. There is no doubt that these statistics are shocking, but customers are the victims of these lackluster performances on a daily basis. Imagine having to confirm five times before you get a yes. That means, on average, there are four knows before a yes. That’s a lot of work! Some authors suggest selling is a numbers game: talk to ten people, get five presentations, close two deals. That sounds like a lot of work—not selling very smart. It bears out the fact that the average close ratio is only 20%. That means, on average, salespeople close only two out of ten potential opportunities.