Many of you have expressed your frustration at the large number of promised orders that never seem to close.

Long sales Cycles not only delay the return on investment, but also increase uncertainty about whether the sale will take place.

Remember, closure tea dirty it is simply the opening of a serious relationship.

How can you guarantee a faster sales cycle with shorter gestation times?

While I certainly don’t claim to have all the answers, here are some suggestions that can help reduce your level of frustration and increase your closing rates.

I keep this very basic for this article.

1. MMake sure you and your sales leads are calling the RIGHT PEOPLE.

Otherwise, all the sincere promises and guarantees made by lower-tier end-users aren’t worth a ton. Such promises will only serve to demoralize you and your potential sales customers. If you and your sales leads aren’t talking to the right man, forget it.

two.Convert existing prospects into confident prospects by helping them justify their buying decisions.

Never make the mistake of assuming that your buyers are adept at justifications and will go out of their way to back you up. They are not trained to create the correct justifications and your purchase request is made with little or no justification. If the decision maker, your boss, does not understand or appreciate the value of the purchase request, how can they make a logical decision to approve it? Unfortunately, most applicants are not used to justifying and will do pretty badly. Once your decision maker rejects a poorly justified offer, don’t expect them to come back with another request. It may be too late.

Without a clear justification for using the budget, most decision makers will generally put off a decision indefinitely.

No one is in a better position than YOU to justify the product or Solution you want to sell.

After each sales call, it is good practice for the sales manager to ensure that the sales leads have managed an end-user agreement on all potential benefits.

DO NOT LEAVE THIS CRITICAL STEP UP TO SALES LEADERS OR YOUR DEALER’S REPRESENTATIVES. MOST PROBABLY HAVE HAD A LITTLE PRACTICAL EXPERIENCE CREATING THEM IN THE PAST OR YOU LIKELY WOULD NOT KNOW WHERE TO BEGIN.

Calculate potential savings and other values ​​for the buyer using a simple template or justification worksheet.

Share this with the Buyer and, if necessary, with the decision maker. Get the end user to agree with these facts and make sure this worksheet is attached with the purchase requisition. This accomplishes many things. First, it ensures that the current purchasing contact is better prepared to justify the purchase. Second, it ensures that a more comprehensive justification message is conveyed to the decision maker. Third, you train your potential customers on how to justify the product or solution being sold.

Most importantly, your contact with the Customer or Buyer must be presented by you as a Champion. This is possible only if you help him with Justification. You have to make sure that HE is driving the idea and not you. You must be seen in the eyes of your Organization as a proactive Employee who only has the Benefits of the Organization in mind. There must be a WIN WIN RESULT for both.

3. Personal follow-up to check the status of the account.

Never call the user to follow up. You must cultivate the habit of meeting the user armed with the cost benefit sheet and more. Use the justification sheet as a point of discussion during these follow-up meetings.

Be prepared to meet more users and decision makers to reaffirm and convince decision makers

4. The absolute best way to reduce the stress associated with a particular backorder is to have as many as possible in your sales channel. IT’S ALL ABOUT NUMBERS.

It is important to have a healthy and qualified pipeline, where at least 70% of the pipeline has a strong probability of closure.

How do you get more activity in the pipeline? The simple answer is at least 3-4 calls / 4 days a week. This is the only way to produce a bulky discharge. If you have an average of 20 qualified and justified sales calls in a month, I can guarantee that you never have to worry about a slum.

We need to remember closure tea dirty it is simply the opening of a serious relationship.

Using these simple basic techniques, we can ensure a faster sales cycle with shorter gestation times.