how toSHORTEN your SALES CYCLE  One reason your sales   cycle is longer than it   how to fix it                should be  ...
(yet again)……your salesperson claimsthat he has a good feelingthat now that hotprospect he’s been                    …exce...
and the gameof “surely now he will”continues, while all the timethe customer is (or seems tobe)…                          ...
hell                                                     *…(what we like to call)follow-up                          * That...
consequently…
stretchedstretchedsales cyclesmissedsales targets
P.S. We won’t get startedwith the missedincentives and bonus…oh, did we just? ;-)
why you get stuck infollow-up hell
mistakesalespeople make(one of the key reasons for being stuck in follow-up hell)
Salespeople fail to pay sufficientattention to the…confronting the customer in purchasingyour wonderful, innovative, spark...
‘Coz any change bringswith it, it’s own set ofCOM   plex  it    IES(and the assorted negativeemotions relative to thesecom...
1.                                 at the very thought of having to     tedium                     convince multiple      ...
feelingoverwhelmed                                              (whether                                             perce...
doubts concerning…        the price-value equation        your delivery capability        the quality of your widget      ...
fear                      • The loss of credibilityover the perceived        • Having to endure thecost of failure        ...
Etc.,
complications                             any surprise then     stakeholders                              that the        ...
How to get out offollow-up hell
Here’s the short answer
advance the sale         stop.merely.following.up.
Here’s the same lesson, in detail
Actions,you, Dear SalesHead/ VP/ Directorhave got to take(before you get your field staff involved insorting out this mess)
Step 1
Identify the complete set       ofCHALLENGES        process   systems   people     budget       other                     ...
Step 2
Determine all possibleMITIGANTS,WORKAROUNDSto each of these…
Step 3
TEACH       your sales       forceAbout each        How to         How to     To actually of these        unearth       im...
Important:             TEACH             your sales             force                          To stop, merely ‘following ...
Step 4
The          that you need to introduce as partkey step Sales Management Process             of your
During your sales        the potential roadblocks (to   management            purchase & implementation) that       meetin...
Tick markthe challenges identified   and mitigated by the             salesperson      for each prospect;           Check ...
If your salespersoncan’t enumerate thechallenges identified    (and dealt with) then move thiscase out of their   ‘pipelin...
How these help(Assuming you had presented a greatvalue proposition that the client hadliked)
Once you help the prospectidentify and deal with potentialroadblocks to purchasing andimplementing your offering,two thing...
you’ll realize that the      prospect is               Meaning, you can     not really interested      safely abandon - an...
By helping the prospectovercome all probableroadblocks orchallenges
complications     stakeholders                politics                your capability           you escape                ...
Importantly,you would havehastened thedecision makingprocess…(or, in other words)
you would haveshortenedthe salesCYCLE
Hope you found this lesson helpful.Please leave your comments below. We’d like Justin in SD’S                          to ...
For more resources on sales effectiveness, please visitwww.jersonjames.com       Sales Advisory    Sales Capability Creati...
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How to Shorten Your Sales Cycle

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Frustrated by the length of your sales cycle? This post looks at one of the key reasons that salespeople struggle to close a sale. It also suggests four steps that the Sales Head needs to take to fix this.

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Transcript of "How to Shorten Your Sales Cycle"

  1. 1. how toSHORTEN your SALES CYCLE One reason your sales cycle is longer than it how to fix it should be www.jersonjames.com
  2. 2. (yet again)……your salesperson claimsthat he has a good feelingthat now that hotprospect he’s been …except thatpursuing will turn into apaying customer… he’s been saying that for a while now about this prospect
  3. 3. and the gameof “surely now he will”continues, while all the timethe customer is (or seems tobe)… Stuck! …stuck in…
  4. 4. hell *…(what we like to call)follow-up * That eternity in the sales cycle where you are stuck diligently ‘following-up’ with the promising prospect, who equally diligently replies that they ‘are interested, but are still in the process of making a final decision’… or, something similar
  5. 5. consequently…
  6. 6. stretchedstretchedsales cyclesmissedsales targets
  7. 7. P.S. We won’t get startedwith the missedincentives and bonus…oh, did we just? ;-)
  8. 8. why you get stuck infollow-up hell
  9. 9. mistakesalespeople make(one of the key reasons for being stuck in follow-up hell)
  10. 10. Salespeople fail to pay sufficientattention to the…confronting the customer in purchasingyour wonderful, innovative, sparkling, newwidget… Roadblocks caused by the required CHANGE (a change away from their current way of working)
  11. 11. ‘Coz any change bringswith it, it’s own set ofCOM plex it IES(and the assorted negativeemotions relative to thesecomplexities)
  12. 12. 1. at the very thought of having to tedium convince multiple stakeholders (each of whom would be seeking different outcomes from the same purchase) from having to deal with the related politics
  13. 13. feelingoverwhelmed (whether perceived or real) by the very thought of the complications involved in implementing your wonderful solution/s
  14. 14. doubts concerning… the price-value equation your delivery capability the quality of your widget your post-sales support other related reasons
  15. 15. fear • The loss of credibilityover the perceived • Having to endure thecost of failure boss’s grillingif your widget fails to • Opportunity lossdeliver the claimed • The snide commentsresults from the jealous rival
  16. 16. Etc.,
  17. 17. complications any surprise then stakeholders that the politics sale quickly your capability descends the fear of failure into etc., follow-up hell
  18. 18. How to get out offollow-up hell
  19. 19. Here’s the short answer
  20. 20. advance the sale stop.merely.following.up.
  21. 21. Here’s the same lesson, in detail
  22. 22. Actions,you, Dear SalesHead/ VP/ Directorhave got to take(before you get your field staff involved insorting out this mess)
  23. 23. Step 1
  24. 24. Identify the complete set ofCHALLENGES process systems people budget other that your customer might be faced with (in purchasing and implementing your offering)
  25. 25. Step 2
  26. 26. Determine all possibleMITIGANTS,WORKAROUNDSto each of these…
  27. 27. Step 3
  28. 28. TEACH your sales forceAbout each How to How to To actually of these unearth implement use thischallenges, these the knowledgeand how to challenges in workarounds deal with their each interactions with the prospect
  29. 29. Important: TEACH your sales force To stop, merely ‘following up’ (BTW, it’s high time that phrase - in the context of sales, at least - was junked)
  30. 30. Step 4
  31. 31. The that you need to introduce as partkey step Sales Management Process of your
  32. 32. During your sales the potential roadblocks (to management purchase & implementation) that meetings, they had identified for each prospect CHECKwith your sales force steps taken to mitigate these as to:
  33. 33. Tick markthe challenges identified and mitigated by the salesperson for each prospect; Check if anyunidentified challenge (from your list) can cause the sale to fall through the cracks
  34. 34. If your salespersoncan’t enumerate thechallenges identified (and dealt with) then move thiscase out of their ‘pipeline’ Get them to go back to meeting the customer to identify & mitigate possible challenges
  35. 35. How these help(Assuming you had presented a greatvalue proposition that the client hadliked)
  36. 36. Once you help the prospectidentify and deal with potentialroadblocks to purchasing andimplementing your offering,two things will happen
  37. 37. you’ll realize that the prospect is Meaning, you can not really interested safely abandon - andone: in, or does not have avoid wasting any the capacity further time with - this prospect to purchase your product
  38. 38. By helping the prospectovercome all probableroadblocks orchallenges
  39. 39. complications stakeholders politics your capability you escape the fear of failure descending into etc., follow-up hell
  40. 40. Importantly,you would havehastened thedecision makingprocess…(or, in other words)
  41. 41. you would haveshortenedthe salesCYCLE
  42. 42. Hope you found this lesson helpful.Please leave your comments below. We’d like Justin in SD’S to hear from you. Photostream
  43. 43. For more resources on sales effectiveness, please visitwww.jersonjames.com Sales Advisory Sales Capability Creation Mumbai, India jerson@jersonjames.com

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