I speak with a lot of business owners and sales managers who want to shorten their sales cycles. In other words, they want to close sales sooner rather than later, and with less effort, waste and frustration.
Many salespeople are in the dark about why sales take a long time to close. Here are some of the most common reasons (i.e. excuses) I’ve heard:
- “Well in our industry, people just take a long time to make up their mind.”
- “People don’t see this as an urgent purchase, so they take their time.”
- “Our buyer typically purchases by committee, and committees take a long time to decide.”
- “We’re not selling widgets here – it takes several appointments to explain everything so they can get their head around it.”
- “This is a big ticket purchase – people won’t spend $XXX,XXX at the drop of a hat.”
In this article I’ll share with you how one client reduced their average sales cycle from 10 weeks to 10 days (with some sales happening in as few as 10 hours.)
Before we proceed, I do get that some sales are complex and aren’t going to happen overnight. If you’re selling Boeing Dreamliners to airlines, or nuclear power stations to governments, then you’re at a whole different level of complexity.
But for the majority of people selling B2B or B2C, there’s a lot here that can be “copy and pasted” into your own campaigns.