A sales cycle is the time it takes from the first conversation with a prospect to the time you receive a purchase order.
If you could shorten your sales cycle by 30% or more, what would occur?
- More sales in less time.
- Your pipeline would be leaner.
- Revenue growth would explode.
So, what does it take to shorten your sales cycle?
Contributed by: Walter Crosby, Helix Sales Development
There are 10 findings that are a factor to compress the sales cycle. These findings are listed below with a brief explanation, but what is important is understanding if these findings are a strength or a weakness with your salespeople, or the sales candidates you are considering hiring. Click here for a Free Evaluation.
The more of these findings that are strengths, the more efficient and more effective the salespeople can be which means the sales cycle will be shorter.
- Qualifying. There is a defined process to disqualify prospects.
- Supportive Beliefs. What the salesperson believes will be present in their interaction with prospects.
- Rejection Proof. How quickly can they make the next call?
- Skepticism. Desire to ask additional questions and not assume anything.
- Need for Approval. The need to be liked is stronger than the need to be respected.
- Consultative Skills. Active listening & an ability to ask a variety of types of questions.
- Discuss Budget. Comfortable asking questions about money.
- Decisions Maker. Salespeople need to make decisions quickly to help others make decisions.
- Controls Emotions. One can’t listen or ask good questions if they become too emotional about business.
- Sales Process. A milestone centric process that provides repeatable steps to create consistent outcomes.
Would it be a ridiculous idea to learn how your salespeople score in these areas?