There’s one secret to sales improvement seasoned sales pros know and follow. Everyone with years of experience keep repeating this: You should increase the speed at which you work a deal. Push deals quicker through the sales pipeline. Drop the wrong prospects early. Get to “no” faster – that’s the mantra.
The answers will offer an important principle that has received little attention in sales literature – without any other changes to your habits, increasing your sales velocity is the one thing that will radically improve your sales results.
In 1999 when I was selling books door to door, I experienced the difference that high sales velocity makes when compared to working a deal a long time trying to to make sure it gets closed. In training, I was given a rough guideline of spending a maximum of 20 minutes with each prospect. When you first start out, you don’t really know whether that’s a lot, a little or just right. But when you’re in the middle of a sales conversation with a prospect who shows interest and is all but reaching for his/her wallet, you’re inclined to continue your efforts – it seems like you’re so close to closing. Chances are, however, that after a while, you’re not any closer to closing than you were at the 20-minute mark.
It happened to me more times than I care to admit – I did everything I could to sell the books to my prospects and I kept the “best” conversations going far beyond the 20 minutes, reaching 40 minutes at times. At the end of every conversation lasting more than 20-25 minutes, I was told something like, “Thank you, it’s been lovely chatting with you. Gotta go now, I have to pick up my kids.”
Pardon? Are you telling me that I just spent 45 minutes so you could tell me “good luck”? I was furious. But I wasn’t angry at my prospects – I was mad at myself. How could I be so stupid and spend more than twice as much time as I should have? I could already be speaking to a third prospect, yet I haven’t even made it to a second.
What I learned was that in that business you should either close the deal within those 20 minutes (during your normal sales cycle) or walk away. If your prospect is interested, you’ll get to close the deal within the time frame. If not, you’ll still have time to speak to someone else who might be interested.
In general, by decreasing the time spent per deal, you’re able to put more deals through your sales pipeline over the same amount of time. If you keep your conversion rate the same, your paycheck will see a significant increase.
Craig Rosenberg, a consultant who blogs on sales and marketing at funnelholic, backs up the speed factor in his guest article at Heinz Marketing. He writes that “time is your enemy,” and that of all the people, it’s your prospect who expects you to move fast the most. Perhaps the wittiest angle on rejection is given by Andrea Waltz, who has said that ‘“no” is what ultimately gets you to your destination of “yes” – so don’t be afraid of going for “no.”
There are two parts to increasing your deal velocity – the speed at which a deal goes through your pipeline:
It’s difficult to speed up a process if you don’t know its current pace. The best way to find out about the buying process of your prospect company is simple – you ask. At each stage of the cycle, you should ask your prospect what’s required for moving forward with the deal.
Reducing the tendency to think about it is really a lesson on how to reduce decision time. Pushiness is a feared trait by many salespeople. However, applying gentle pressure is something that speeds the process and often leads to an immediate response. When you’re on the receiving end of the line of “Let me think about it,” simply respond with something like,
There are many good tips on conversational techniques to end the waiting game. Harvey Mackay describes a good technique on sales tie-downs in “2 Little Words to Close More Sales,” which is well worth reading. Of course, none of the techniques work without the proper intention and tone – all that takes practice.
And the third part to increasing sales velocity is knowing when to walk away. While the different ways in which you can mark a deal lost are rarely discussed, declaring a deal lost early will let you move to the next prospect as quickly as possible. Had I known about the two ways of marking a deal lost at the beginning of my sales career, I would have been able to sell far more books.
The two ways:
Marketing agencies, especially young ones, are often faced with a similar set of problems regarding sales velocity. They need to sell their services by pitching, and until they’re told they’ve lost the pitch or that their services are not needed, a deal is seemingly alive and well; but, when agencies go pitching to a company in June and they’re told to come back in January when budgets are being put together, the timeline becomes too long to be part of a normal sales cycle. It’s not a deal’s natural lifetime and the deal itself should be discarded. This doesn’t mean that they shouldn’t go back in January – quite the contrary. They should return shortly before January. But they should consider it as a completely new deal and opportunity.
Pro Tip: Create an opportunity backlog pipeline, in which you hold all of the good ideas you have with certain contacts, but can’t realize at present for one reason or another. By doing this, you’ll have a healthy sales pipeline, and a decent backlog of ideas to fall back on when you’re in a position of requiring new leads.
There are hundreds of different sales tips you could follow. But if there’s one thing that will make a significant difference to your sales results and commission, regardless of the industry served or geographical location, it’s figuring out how to increase your sales pipeline velocity.
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