Shorten Your Sales Cycle: Stop Being a Pushover and Start Closing Deals
If your sales cycle is longer than a CVS receipt, it's most likely not because your product is complicated. It's probably because you're a pushover who's afraid to ask for the sale.
Here's a mind-blowing concept: Some of your prospects can and would buy from you at the first meeting. Yes, even if your solution costs more than a small island.
People choose heart surgeons after one meeting, for Pete's sake. Is your product more complicated than cracking open someone's chest? Didn't think so.
Trust: The Real Secret to Closing Deals
The key to shortening your sales cycle? Building trust. Fast. Here's a step-by-step approach to make that happen:
Step 1: Respect Their Time
Ask how much time they've set aside for the meeting. Show you value their schedule by not wasting their time. Here's how the two little words "my time" cost a company a huge client: "Bad Sales: The Blunder That Blew $100K (Don’t Let Your Team Suck!)"
Step 2: Cut To The Chase
Find out what they actually want to talk about. Novel concept, right?
Step 3: Get Permission to Interrogate
Ask if you can grill them. (It's not really an interrogation if they agree to it.) Ask critical questions about: their current situation, challenges they're facing, budget considerations
and their decision-making process.
Step 4: Embrace The Power of "No"
Get permission to tell them "No" if they're not the right fit. Remember, not every prospect is your ideal client.
Step 5: Give Them The Power to say "No"
Give them permission to tell you to get lost, without feeling pressured. No guilt, no hard feelings.
Step 6: The "Yes" Factor
Ask if they're cool with saying "Yes" if they love what you're selling. Shocking, I know.
Step 7: Define "Moving Forward"
Spell out what happens if it's a "Yes." Contract? Deposit? Blood oath? Make it clear.
Step 8: Align Expectations
Agree on what you'll decide by the end of the meeting. No BS like "I'll think about it."
Step 9: The No BS Approach
Anything less than a "Hell, yes!" is a "No." Period.
The Sales Approach: No BS, No Pressure, No Problem
This approach isn't about tricking anyone. It's about being so transparent that they can't help but trust you. You're laying all your cards on the table and saying, "This is how we roll. Take it or leave it."
Wouldn't you want to be treated this way if you were the prospect? Of course you would.
The Bottom Line: Trust or Bust
Want to build trust faster than a teenager builds credit card debt? Let your prospects know exactly what to expect during the sales call:
● No surprises
● No hidden agendas
● No BS
Be direct. Be transparent. Take control.
And remember, call it a "No" as soon as either of you starts sweating bullets about moving forward. Seriously, it'll save both of you the humiliation of dragging out the awkwardness. Bonus: You can move on to prospects who aren't afraid to make a decision.
Ready to stop dragging out your sales cycle like a bad soap opera? Book a call with me, and I will teach you how to start closing deals faster than you can say "Show me the money!"
Bringing Honesty, Transparency, and Selflessness to Business.
Want to find out how I can help?
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