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Accelerate the Deal
Saturday, June 9, 2012, 11:06 PM
[General]
Let me share with you a story about two boys who are starting the first day of their senior year in high school. On the bus ride home after school, the one boy says to the other boy: "Wow. You should see this girl I met today. She is gorgeous and I am going to kiss her by prom night." The other boy says,Cheap Troy Aikman Jersey, "Sure, but you should see this sweet chic I met,Cheap Jeff Reed Jersey, she is so hot; I'm going to kiss her by Friday night."
In any market there are early adopters,Cheap Derrick Mason Jersey, and there are other companies who are not so quick to make decisions. There are also tell-tale signs you can learn to quickly identify prospects at a distance to zero in on which is which.
If you are landing potential prospects but they are not closing when you need to close, then it may be time to take a look at additional training materials or solution selling techniques which can give you the tools you need to focus in on the prospects that your market requires.
Think about that. They both want the same thing, right? They'll both go through a similar process. They'll get to know the "prospect" and make their pitch and woo them into closing the deal. But one boy has a timeline of this week, and the other boy is going to take all year.
So be sure that you are armed with the skills,Cheap Darren Sproles Jersey, sales training and knowledge to discern whether prospects will be early adopters or late players; take the time too to examine your market so that you can prioritize the ones that make sense for you.
If you are looking for deep relationships that have real staying power, then aim for that flavor of customer. If you are trying to close deals at a rapid rate,Kurt Warner rams Jersey, you probably should not be calling on the kind that are going to take you all year to close.
We all want to move deals along at a faster clip. Closing deals quickly frees up more time for hunting new prospects, making more calls,Cheap LaMarr Woodley Jersey, landing more sales, raising the bottom line and increasing sales success.
The purpose of this story is not to judge which situation is better. The prom night girl could be the find of a lifetime and the other girl may not be around in a month -- who knows. The point is that you should prospect the type of customers you want -- not just any prospect.
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