During my career as a B2B sales consultant and trainer I have helped hundreds of managers and thousands of sellers improve sales performance. I’ve been asked many questions; however, there is one question I have not heard from a manager or a seller:
“Kurt, can you give me some tips on how I can make the sales process take longer?”
Only Jimmy Johns is Fast Enough
We work in a fast paced, I need it now world. Most people need things done yesterday. Sad but true, it appears only the Jimmy Johns delivery man is fast enough these days—everyone else is behind.
Often salespeople are a day late and a dollar short and this causes a great deal of tension in sales organizations. The real problem is most managers tend to focus on the outcome of being late or behind—I need it now—and ignore the behaviors that cause sellers to fall behind and lengthen the sales process. There are some common mistakes that many sellers make on a regular basis. Each one adds time to the sales process… hours, days, weeks and sometimes longer!
The 7 Things B2B Salespeople do to Extend the Sales Process, and What Can Be Done Instead
