Decrease Your Sales Cycle Dramatically

By Sharon Drew Morgen

Using the typical sales model, our interactions with our prospects are based on discovering need, gathering data, and introducing our solution. Yet buyers dont buy that way or wed close a lot more sales than we do.

Buyers only buy when the entire system that holds their Identified Problem in place all of the people and policies, the initiatives and relationships that in any way touch the Identified Problem buys in to bringing in a new solution.

Because buyers need to do that on their own the process being very personal and idiosyncratic we cannot be directly involved with that part of the sales cycle. But until or unless they do that, they cannot make a purchasing decision.

We can be indirectly involved with helping them proceed through their buying decisions to get buy-in. Instead of directing our sales effort around need and solution, if we first contain our discussion to those elements that buyers must manage BEFORE they are ready to decide to resolve their need, we can actually help them make a buying decision in half the time, obviously closing the sales cycle by 50%. But caution: these are decisions that are very unique to the buyers environment and cannot be addressed through your product details. We must become decision strategists and support new decision making. And then we can sell.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

Category:

Education

Tags:

• sales cycle
• buyers
• decide
• sharon drew morgen
• identified problem
• purchase