Sales managers, business owners and reps themselves are always seeking ways to shorten their sales cycle. A shorter sales cycle means fewer time-consuming steps to close, revenue generated sooner, and more closes per month. But is it really possible to shorten your average sales cycle without losing too many deals? Yes, because small improvements at key steps can make the difference.
When it’s time to buy, a buyer will reach out to a seller who left a memorable impression. No one likes to start from scratch and take a chance. No one likes to go through the vetting process of talking to multiple sellers (and then dodging their follow-up calls for months). We’d all prefer to have a seller top-of-mind who has already become memorable.
Reading body language is a somewhat inexact science. Common things like folding arms or not making good eye contact may be comfort or personal habits. But changes in body language within a meeting can be very meaningful. Understanding the meanings of the most common forms of body language can have a big impact on your sales.
For every hundred cold sales calls you make, some percentage will convert to a sale. How many will convert is not a fixed percentage. Mastering cold sale call prospecting requires you to understand why many qualified buyers do not respond positively to cold calls and learn how to get through to these buyers.
We all spend a great deal of time on social media, for both personal and professional purposes. As professionals, we have learned to value of social media in finding new customers and deepening existing relationships. But we also end up wasting time that could be spent on social media salesbuilding.
The challenge is the same for every salesperson: What it will take to capture the customer’s imagination and allow you and your solutions stand out among the competition? Is it product features? Is it price? Is it how long your company has been in business? Maybe, but mostly it is the personal qualities that you, as a sale pro, bring to the relationship.
What happens at the end of a first sales call if the prospect is not ready to buy, but you don’t have a good reason for a second meeting? Make a good reason to speak again.
Clear, thoughtful, professional communication is every bit as important to sales success as having the best company, products, service and value. Sales reps are the faces and voices of their companies. But for many salespeople, the quality and tone of their writing reduces the superior company image they need to project.
When you ask someone for a referral, you’re asking for a big favor. Right? No. Most people are proud of their purchase decision and are eager to tell others how smart they are. They want to give you sales referrals but don’t know how to recommend you or what kinds of prospects you want.
It’s a constant process: Some prospects convert to customers while others drop off our active list. So there is a never-ending need to refill our prospect pipeline. But prospecting is hard work and requires a lot of time to develop just a handful of qualified buyers. And then comes the challenge of engaging them and bringing them through to the close. You can supplement all of these steps by using research to enhance your sales prospecting results.