All Entries Tagged With: "closing the deal"

Silly Sales Cycle Slow Downs

Closing the sale is about taking “the next natural step” in the process.

Of course, sales people want that next step to happen as quickly as possible.

So… why do we do things that slow down our sales cycle? Here are a few examples…

Carpe Deal’m… Seize the Deal!

You crank out more phone calls than you can count. You do everything possible just to get an appointment. What do you do when someone finally shows you some buying signs?

Too many sales people take the approach of, “I’m still waiting to hear back… they promised to call me when they are ready to move forward.” Are you kidding me? I’m going to share two examples from my own personal sales experiences. These are things that I’m constantly working to improve upon. I hope these points help you win more deals!

Emails That Win Deals!

One of our top performers called me to her cube today and said, “Doyle… I need your help. I was supposed to get a final decision today from a big account I’ve been waiting on. Although the prospect promised to call me… she didn’t. I’ve tried calling her and haven’t been able to reach her. It’s the end of the day, and I’m writing her an email. Can you read over it and tell me what you think…”

I read through the first three sentences and noticed it was just a bunch of fluffy language that didn’t really say anything… a bunch of blah, blah, blah. We’ve all been there right? So I told her…

Compelling Argument Against Cold Calling

By Jeremy Miller

Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person wins his customer. His cold calling has paid off. He is a hero. Too bad it doesn’t work that way.