And if so, how?
Definition
Yes, you can shorten your sales cycle. Let us start by defining Sales Cycle.
The sales cycle represents how long it takes to close a sale. The sales cycle is measured from the time you make your first contact with a prospect until your prospects signs a contract or gives you a
check.
Calendar
To shorten your sales cycle most salespeople usually think in terms of clock or calendar time. There is a more effective and productive measurement process.
Shorten Your Sales Cycle
Take full responsibility for everything that happens in your sales process. Force yourself to say, “whatever the prospect does, is because of what I did”.
Your Growth as a Black Belt at Sales
It may be difficult to swallow that pill but do it anyway. Your growth as a sales professional or business owner can only come from taking full responsibility for everything that happens, both good and bad.
Example
Your sales process is going well. You and the prospect are in communication. Now, your prospect says, “Ok this all sounds great, send me a proposal”.
The Cause
The proposal is emailed out.
The Effect
Days and weeks go by and you can not get the prospect on the phone or respond to emails. Have you been there?
Ask the Question
” Why is this happening and Why Now”. (The Effect)
The Answer
Because the proposal was emailed out to the prospect. (The Cause)
The Impact
You can not reach the prospect and the sales cycle is getting longer. Days are turning into weeks or months.
The Correct Strategy
As soon as the prospect said, “Ok this all sounds great, send me a proposal”.
What to Say
“I have taken a lot of notes. I want to confer with my team. Let us set a time for me to come back with a draft of the proposal. We can make any adjustments necessary to the proposal.
Book the Appointment
(You) What do you have open in your calendar? And book it.
From the Code of The Black Belt at Sales
Code# 9- “Everything happens for a Reason”
Code # 10- “There are no such thing as accidents”
P.S.
Do not forget to sign up for my FREE Webinar
Topic: “Your 3 Most Important Assets for Success in
Sales"
Date: Thursday July 30,2020
Time: 12:00 noon to 1:00 p.m