By Sharon Drew Morgen
Why is your sales cycle so long? What's stopping you from closing more sales, quicker? What's stopping buyers from choosing you when their need matches your solution? Why is your closing rate so low when you have so many viable prospects?
The above questions can be answered with one answer: the sales model is the problem.
The sales model focuses on needs assessment, understanding a problem, and placing a solution. It does not manage the behind-the-scenes discussions—those pesky relationship/politics/policy discussions that buyers have when you're not around and are independent of your solution. The sales model also doesn't offer you a way to get onto the buying decision team—not on the first call anyway.
My clients consistently close sales in a minimum of half the time it used to take them. Why? Because we use a decision facilitation model that gets them onto the buying decision team on the first call, and they immediately begin helping the buyers navigate through their often unknowable internal decision issues.
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