A big challenge in the sales profession is trying to find ways speed up the sales process and close faster. This blog post will show you a simple and powerful way to shorten the sales cycle.
This is the key.
KEEP THE FOCUS ON YOUR PROSPECT’S DESIRED OUTCOMES. This is not difficult to figure out because they only care about two things.
1. achieving their goals
2. solving their problems
The best way to do that is by resisting the temptation to talk product/solution too soon in the process. Instead step back, ask more questions and learn.
Early in the sales process, PLEASE leave the technical support people back in the office, this is not the time for show and tell. This is time to ask questions and take notes.
What are their goals?
1. What exactly do they want to achieve big picture as an organization this year?
2. What metrics will track that?
3. What projects will they be working on next and how do they tie into the big picture goal?
You need the answers to all those questions before you present. Hello!
What are their biggest problems?
1. What is the # 1 challenge they are dealing with?
2. What are the metrics associated with that challenge?
3. What do they think the solution is?
You need the answers to all those questions before you present. Hello!
One of the essential elements of shortening the sales cycle is the ability to link your recommendations to their desired outcomes. You must be aligned and relevant.
Key takeaways:
1. Step back.
2. Ask more questions.
3. Learn more.
If it seems like there is too much to know about selling or if selling seems hard for you write me with your questions or buy my course and study it. It will show you step by step how to think and what to do to make more sales faster.
