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Sales Cycle

Submitted by Mitch Seigel on Mon, 4/14/2014

Imagine a Ferris wheel going around and around. Eventually the ride operator slows it down and let’s everyone off, one by one. What if he missed a couple of the compartments on a regular basis and never let those riders off the Ferris wheel?

That’s exactly what happens with many sales negotiations. The salesperson forgets to check into every objection on the sales cycle and therefore never gets the sale. Are you stopping the Ferris wheel for every prospect and making sure the objections are answered?

In many cases you may need to turn the cycle three or four times until you make sure all the objections are answered. Theoretically if all the objections are answered satisfactorily for the prospect, you have a sale. I say theoretically because in many instances the client does not offer their true objections until they feel comfortable in discussing them with you.

What do you need to do? Build trust! Rome wasn’t built in a day, and either is trust. Do what you say you’re going to do. Don’t pull any surprises. Be direct with your prospect-don’t beat around the bush. All these are excellent ways to build trust, the trust you’ll need to get to the true objections.

So when dealing with prospective clients, make sure you don’t miss any compartments on the Ferris wheel. It will move the process faster, and it real will get you closer to the sale.

What are your challenges when it comes to the sales cycle? I look forward to hearing your comments. Until next time…