Thoughtful Thursdays - What Do I Have to do Again?

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale - it might just take longer.

Things That Can Lengthen Your Sales Cycle - Failure to understand the buying process.

The process of scoping out a sales opportunity can take a few minutes or come as a result of several meetings with your prospect. A detailed understanding of your target's buying process will help you with your tactical plan.

Here are a few pieces of information that are on my list of what I like to know about my prospects' buying process:

• Are there other people that need to be involved?
• Are there alternate contacts?
• What are the time lines - is there any urgency?
• What is the product/service approval process?
• What is the supplier approval process?
• Are there any unique approvals or certifications required?

What you are seeking to know are the steps your prospect takes that result in making a purchasing decision.

The more you know, the better positioned you will be to minimize the time it takes to make the sale.

Happy New Year everyone!

Good selling,
Richard