Thoughtful Thursdays – Speak the language your customer understands
One way to shorten your sales cycle is to minimize the back an forth that takes place between you and your prospect during the sales process.
The back and forth I am referring to comes into play when expectations are unclear and either you and/or your customer have to go back and check or confirm information. It often happens when assumptions are made.
Having a clear understanding of expectations, wants and needs requires stakeholders to speak the same language. The classic Abbott and Costello “Who’s on first” skit is a great demonstration of two people not speaking the same language. Getting the answer to a simple question has never been more difficult.
Okay, that was a bit of a stretch. Here are a few ways you can speak the same language as your prospect and minimize the back and forth.
- Set objectives for all sales calls
- Prepare questions in advance that will help achieve the objectives
- If possible, know your audience and choose your approach
- Be prepared to adjust your approach for different personalities
- Confirm your findings with your prospect as part of every call you make
- Assume nothing
Paying attention to these details will help minimize the back and forth resulting in a shorter sales cycle.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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