Archive for the ‘Things that can lengthen the sales cycle’ Category
Thoughtful Thursdays – Follow up to asking questions is not enough
Last week’s post, Asking questions is not enough, I talked about the importance of asking the right questions and ways to help develop the questions. Yet, in spite of all the pre-call preparation, sometimes the important… Read More
Thoughtful Thursdays – Ask first before you recommend
Today’s thought is about a way to keep your sales cycle from needlessly extending itself. I see it happen time and time again with those new to sales. While it is not generally a deal breaker, it will… Read More
Thoughtful Thursdays – Assume nothing!
It makes perfect sense… to me anyway. Just because it makes perfect sense to you does not mean that your prospect or anyone else for that matter shares your interpretation. Today’s thought is about assumptions…. Read More
Thoughtful Thursdays – Are you getting in your own way?
Another obstacle sales professionals face is themselves. I see this obstacle demonstrated by those new to sales as well as sales veterans. Although the root cause may be different the obstacle that presents itself is the… Read More
Thoughtful Thursdays – Prospect more effectively…
…and sales will develop faster. It makes sense, but as always what sounds easy is not often easy to accomplish. Today’s thought is about the task of prospecting and how one can work on improving the… Read More