Thoughtful Thursdays – Work smarter and close faster
Professional sales people are no different than any professional striving to maximize their performance in a competitive arena. They look for ways to improve their sales process and shorten their sales cycles.
Todays thought is about ways to work smarter and close faster. A key factor is to know your sales process, then analyze it.
- Review your last 5 significant closes and determine where your time was spent in each step of your sales process.
- Rank the steps by the time taken to complete each step. You may see a pattern that indicates more time is spent in a particular step.
- Analyze that step and brainstorm ways that may save time. For example, it may be during discovery or qualification, customer needs assessment, finding potential solution or even closing.
- Have a plan to save time and implement.
- Part of working smarter is being more efficient. Time saving changes may not be obvious or entirely in your control.
- Challenge yourself to be mindful of ways to improve every day.
Beware of the quick fix, as it often involves taking out steps that are necessary.
A shorter sales cycle is a benefit of working smarter, not short-cutting your sales process.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.
Comments are closed.