A common mistake salespeople make is rushing the potential sale. They move quickly through the steps of the selling process-sometimes skipping steps-and try to obtain a buying decision too soon. They create an uncomfortable situation for the prospects and themselves. The prospects feel pressured to make decisions they were not prepared to make at that point and consequently resort to stall tactics and put-offs that salespeople feel pressured to handle. The arm-wrestling match rarely ends well.
Don't rush the process. Your goal at any step in the selling process is to meet the objectives of that step, if possible, and move to the next step. If you do a thorough job at each step, you'll eventually reach the point where a buying decision is made. Rushing the process and/or rushing the prospect will create roadblocks the will delay, or even stop the process!
So, slow down. Your prospect will appreciate it. You'll enjoy the process. And, you'll close more sales.
And that's... Today's Sales Meeting Minute
