Thoughtful Thursdays – It doesn’t have to be an uphill battle
No doubt you have experienced it. Sales calls are going well, yet you never seem to get any closer to making the sale. You feel like throwing in the towel, but your instincts say to hang in. It feels like being on the accompanying image walking counter clockwise
When this happens it is a good idea to step back and review your activites. It is easy to fall into routines that lengthen your sales cycle and a periodic review of your sales process can be beneficial.
Start by asking yourself a few questions. Your answers will likely uncover areas that require attention. Your resulting action plan will get you back on track. So what questions can one ask oneself? In no particular order, here is a sampling to get started:
- Have I determined the sales potential?
- Do I know the prospects needs?
- Have I established a time line with the prospect?
- Do I know what my next step is?
- Do I know what my prospect’s next step is?
- Am I talking to the right people?
- Have I confimed all of the above with the prospect?
- Do I know when the next meeting is going to take place?
If you answer yes to all of the above, it may be a case of a longer than expected sales cycle. If there are any no’s then you have some work to do.
In my experience, sales cycles extended for many reasons that were not in my control.
Focusing on what is in your control is key to keeping sales cycle time to a minimum . Confirm each step with your prospect. Using email to confirm meeting findings and actions is a useful way to stay on track and be sure your expectations line up with those of your prospect. Challenge yourself to execute a day earlier whenever possible.
Good selling,
Richard
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