--- title: "This Salesperson Is the Most Clumsy, Yet Has the Best Performance!" description: "When bosses ask employees why sales are poor, 98% answer 'no customers.' But is that really the case? In a small women's shoe store with three employees, one salesperson consistently outsells the other two combined. Her secret isn't product knowledge or longer hours—she simply keeps engaging customers even after they refuse, turning each rejection into multiple 'customer contacts.' This article explains the '631 rule' and the importance of customer contact volume." author: "New Distribution" publisher: "New Distribution" email: "zhaobo258@gmail.com" telephone: "+8615854817671" published: "2016-08-19" language: "en" canonical: "https://xinjignxiao.com/en/articles/this-salesperson-is-the-most-clumsy-yet-has-the-best-performance-6171fe99/" markdown: "https://xinjignxiao.com/en/articles/this-salesperson-is-the-most-clumsy-yet-has-the-best-performance-6171fe99.md" original_source: "https://mp.weixin.qq.com/s/qahjzWukopturpWmGXpe8A" translation: "https://xinjignxiao.com/zh/articles/%E8%BF%99%E4%B8%AA%E5%AF%BC%E8%B4%AD%E6%9C%80%E7%AC%A8-%E5%8F%AF%E6%98%AF%E4%B8%9A%E7%BB%A9%E5%8D%B4%E6%9C%80%E5%A5%BD-6171fe99.md" attribution: "New Distribution — https://xinjignxiao.com/en/articles/this-salesperson-is-the-most-clumsy-yet-has-the-best-performance-6171fe99/" usage_policy: "https://xinjignxiao.com/ai-policy.txt" --- # This Salesperson Is the Most Clumsy, Yet Has the Best Performance! > When bosses ask employees why sales are poor, 98% answer 'no customers.' But is that really the case? In a small women's shoe store with three employees, one salesperson consistently outsells the other two combined. Her secret isn't product knowledge or longer hours—she simply keeps engaging customers even after they refuse, turning each rejection into multiple 'customer contacts.' This article explains the '631 rule' and the importance of customer contact volume. If the boss asks employees, "Why weren't sales good today?" 98% of employees use the standard answer: "No customers." But is the store really empty? In a XX women's shoe store, the store is small, with only 3 employees. One of them has monthly personal sales that exceed the combined sales of the other two. Is it because her sales skills are better than others? She can't even tell whether shoes are genuine leather or faux leather. Is it because she works longer hours? Like the other two, she works two days on and one day off... So what is it? One time, a beautiful female customer entered the store, and she greeted her: "Miss, are you looking for heels or flats today?" The customer replied, "Heels." So she took out a style and recommended it: "Do you like this style?" The customer shook her head and turned to walk out of the store. But this salesperson didn't give up. She picked up another style and called out to the customer: "Miss, please wait. How about this style?" The customer glanced at it, shook her head again, said nothing, and turned to leave again. The customer got closer and closer to the store entrance, almost about to walk out. But this salesperson kept calling her back, and only on the sixth attempt, when she recommended the sixth pair of shoes, did the customer try them on and make a purchase. Imagine, if this salesperson hadn't continued to call the customer back, the sale would never have been closed! In actual sales processes, when the first recommendation is explicitly rejected, 70% of salespeople will enthusiastically make a second recommendation; after the second rejection, only 10% will continue patiently; if the customer refuses three times without even trying, only 1% will continue to recommend. But this salesperson, every time she receives a customer, actively recommends until the customer completely leaves the store. Let me share a sales formula: Personal performance = 60% customer communication volume + 30% sales skills + 10% luck. This is the famous "631 rule." Looking back, among those with good personal performance, more than 80% of salespeople are not because their sales ability is much stronger than others. There are usually two situations: they are good at grabbing orders, and after being rejected, they still enthusiastically and patiently make proactive recommendations. This is the good performance brought by customer reception volume. The unit for measuring customer reception volume is "person-times," not "persons." So-called person-times means that after a customer has clearly rejected the salesperson, the salesperson still actively, enthusiastically, and patiently continues to recommend products to the customer. For example, if a customer is recommended to again after rejection, that counts as 2 person-times, equivalent to receiving a new customer. And if a customer continues to try on or proactively looks at products, no matter how many times they try, it only counts as 1 person-time. If you don't know how to manage others, and don't know how to manage yourself, then the key to improving customer reception volume is that salespeople can actively, enthusiastically, and patiently continue to recommend products to every customer who rejects you. -END- The best FMCG distributor learning platform in China Focusing on providing professional, practical, and applicable tutorials for enterprises and distributors Committed to helping Chinese FMCG distributors grow rapidly **The most professional and practical knowledge base in the FMCG industry** Reply with the red number below to get the corresponding content Reply with number 1 to view the complete knowledge base | **001** Excellent Article Selection | **002** Distributor Market Operations | **003** Terminal Visit Management | **004** Sales Supervisor Skills | **005** Sales Improvement Techniques | **006** Channel Expansion | **007** Managing Distributors | **008** Distributor Development | **009** Distributor Internal Operations Management | **010** Team Management | **011** Efficient Distribution Techniques | **012** Sales Manager's Eighteen Skills | **013** KA Operation Methods and Strategies | **014** First Lesson for New Salespeople | **015** Internet, Brands | **016** Distributor B2B Transformation | [Long press QR code to follow] --- ## Copyright and AI use This article is sourced from New Distribution. 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