But, after a while, things slow down and you hit a wall. You find
yourself chasing after prospects and wondering why it is taking so long to
convert prospects into clients.
You’re stumped!
You start exploring different techniques and try to find a solution. But,
no matter what you try, the results are the same and the sales cycle is a
much longer process than what you would like.
So where do you turn when you are stuck in sales quicksand and can’t get
your prospects to move forward?
Here’s How You Can Shorten The Sales Cycle and Win More Clients,
Increase Sales and Profits with 2 Simple Strategies:
1. Determine, Uncover & Clarify Challenges
If a prospect is not
clear about their challenges and the impact of these challenges, this will
greatly slow down the entire sales cycle. This is because the client does
not yet believe their challenge is significant enough to take action, and
guess what, because of this, they won’t take action! It is a waste of time
for you to give information before understanding their needs, goals,
challenges and problems. You are presenting a “solution” to someone who
doesn’t believe they have a “problem.”
So, what do you do about this? Ask a lot of questions! Ask open ended
questions. Get curious and don’t assume you understand their problem or
challenge no matter how long you have been in the industry. Dig in and
really find out what is going on, and ask follow up questions that focus in
on the greater impact of their challenges. Uncover the impact of the current
challenges on both the organization and the individuals or groups you are
selling to. Your questions will help them understand and verbalize that they
have a challenge or problem. Now you have the information you need to
explain how you can help solve their challenge.
If you find yourself talking more than 20% of the time during your sales
meetings with prospects, stop yourself, and ask a question!
2. Always Set A Clear Next Step Have you ever heard this before?
“Thanks for your time today, your product looks great and we will get back
to you soon.” Yet, you never hear back, and end up having to chase, follow
up, and make multiple calls, send multiple emails to no avail. That is not
fun for you, nor is it fun for the prospective client.
How do you solve this?
Well, if you are a great salesperson or great sales minded business
owner, you don’t need to chase. You don’t need to pressure. You don’t need
to persuade. Really. You need to set up a clear next step, and if your
prospect is not ready to take the next step, they will tell you, and you
will determine if they are a serious prospect or not, on the spot.
Remember, give your prospects an option to say, “No.” When you do this,
all the pressure is taken off of you, and more importantly off of your
prospect. That way, they do not feel like they are being “sold,” nor do they
feel any pressure from you. Many of the sales coaching programs and sales
coaches still are teaching the same old techniques developed decades ago
that involve pressure and persuading. You do not need to do that anymore and
it does not work.
Simply set up the next step at the end of your meetings. The next step
could be a follow-up face to face meeting or a scheduled phone call for
example. However, make sure the next step is moving the sales cycle forward
and has a scheduled date, time, and location.
Map out your sales cycle and know what steps need to take place. Here is
an example of a 5 step sales cycle:
- Initial appointment, qualification,
discovery,
- Agreement to conduct an in-depth analysis,
- Demonstration of
service or product,
- Contract review meeting,
- Signed agreement.
At the end of each meeting, you should be setting up the next meeting and
next actions. Explain the next steps you both will need to take to start
working together. Map it out for them and provide them with a simple
document that explains the next steps with clear time lines. Ask them to
commit to the next steps along the way. Guess what happens if you do this
effectively? You don’t need to “close” or persuade, the sale will be made,
faster, naturally, and more effectively.
These 2 steps will help you shorten your sales cycle and experience
dramatically improved sales results. Don’t wait to make these changes, take
action now, and make a commitment to yourself.
