Thoughtful Thursdays - I know that I can help you

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 may just take longer.

Things That Can Lengthen Your Sales Cycle - Not believing in the product/service you are selling.

An almost sure way to lengthen a sales cycle is to come across to your prospect as not really believing in the product and/or service you are offering. A lack of confidence is not an uncommon characteristic for one who does not have a lot of experience selling. Some may say it is normal to feel this way. Whatever the reason, the cause for the barrier to sales must identified and overcome. After all, how can you expect your prospect to have confidence in your proposed solutions, if you appear not to.

If you truly feel your product/service is not the appropriate solution, then tell your customer up front and make the appropriate recommendation. Perhaps you can refer them to another supplier. Although you may not get the business this time, you will earn the respect of the customer and may position yourself as the supplier of choice when the next opportunity comes up.

Remember that it is about helping. Of course you want to have the business, but there will be instances when you will have to walk away. It is far better to walk away rather than offer a solution you may not believe in.

Putting yourself in the shoes of your customer, how would you feel about it? Would you want to continue to do business with someone who sold you a solution that might not be the best alternative, or the one who kept your best interests in mind?

If you generally are lacking confidence in the product/service offering, you may need to look at how you are positioning it and re-target it to a more appropriate audience.

I will repeat; if you do not believe, how can you reasonably expect to interest your prospect?

Good selling,

Richard