9 behaviors that can lengthen your sales cycle

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This post is an excerpt from a chapter of the book “Predictable Revenue: How to deploy a revolutionary methodology for outbound sales could triple the results of your company,” written by Aaron Ross and Marylou Tyler.

To learn more,  read here the full text of the 5th chapter of the book [Free download sample] . If you like, you can  buy the book on Amazon .




Revenue Predictable: best sales practices

Complete the form and see the 5th chapter of Revenue Predictable, Aaron Ross and Marylou Tyler as shorten your sales cycle and increase the productivity of your staff

One question that companies do all the time is: “How can we reduce our sales cycle?”.

There are no magic formulas, but there are some attitudes that can delay the sales cycle and if you can avoid them, get probably shorten it.

1. Prospect clients without profile and inappropriate messages

It takes time until it can fit the ideal profile of the customers and how to communicate with them.

Companies sell to organizations and people wrong all the time. Sometimes even they hit the person, but use of inappropriate language. It is as if they used technical jargon to speak to a layman.

Everyone wants to have more and more customers – it’s human nature – and every time someone shows interest in your product or service, a certain despair affects him.

Choose a niche and grow rich. If your marketing and sales efforts are not focused on customers with ideal profile, you’re probably wasting time and energy trying to sell your product or service to those who do not want or do not need it.

2. Do not have an established sales process

Do you have a sales process established in your company? If the answer is no, try to create one. Any process is better than none. You can always improve a process, as long as it exists.

So if the sale occurs randomly in your company without any process or method, you can never improve it.

3. Have a great sales process, but do not use it

Let’s say you already have a well designed sales process, but in practice, it is not working as it should.

Do your salespeople are following the process? It is simple? Process complex may have reduced adhesion. How it behaves in practice? You took care to adapt it to your business? When was the last time you sat down with a seller or the whole team, to know what they actually do on a daily basis and how effective is it?

4. Sell your product instead of solving the customer’s problem

Your salespeople are just pushing products on customers or are proving to them that are able to help them solve their problems?

Their sellers are dropping customers enough or are the type that do not lose a sale?

They are managing to build a shared vision with the customer, that makes your product to be pulled rather than pushed toward an agreement?

5. Try to sell at lower levels

Discover fast who have influence and decision-making, who is involved in the buying process.

I know this is nothing new, but most sellers do not do your homework!

In general, they are afraid to deal with the highest level of personnel in the ranks and end up losing business.

Sellers tend to pay more attention to people who are more willing to spend your time with them.

  • In sales meetings to discuss ongoing business, or in sessions coaching individual, requires sellers of this survey of people who decide and influence the purchase;
  • If sellers do not know who the decision makers, as will help your contact at the company to sell the idea to them? Never assume that your contact at the company know enough about your product or service and how to sell it;
  • When making outbound sales, start up, one to two levels higher than the decision maker you want to achieve;
  • Make simulation exercises within your company with people who can think and speak as if they were decision makers with which vendors will come across. This will help them to have more confidence and have better conversations with the most senior-level staff;
  • How could you position your product and marketing to achieve this higher level of staff?

6. Lack of understanding of the customer’s buying process

Ask customers how the buying process works in their company. Every business has its peculiarities there.

Do not be afraid to ask. The better their understanding of the customer’s buying process, the easier it will be to find out if your product or service may or may not help you.

If the typical market sales cycle in which you act is six months, there is no reason to be impatient by the third month.

  • “As is the normal process for you evaluate and purchase this type of product?”
  • “How soon do you think we will have a decision to purchase (30, 60, 90 days)?”
  • What we need to do to close this deal? “(Later in the sales cycle).

When you do this kind of question, bolder, the question is not what you ask, but how. Always question safely and be as natural as possible. Never let transpire any insecurity.

7. Do not worry about the customer’s business

Do you really care to improve the customer’s business or simply want to sell your product or service?

The best sales professionals are concerned, first, in tonar their successful clients.

How to help your customers, even if there is still a business relationship between you? What resources, news, references, advice or other things of value you could share with them?

Focus on the customer’s business establishes a trust, which ultimately bringing more sales.

8. Talk instead of showing

If you’re still trying to get an account, but are finding it difficult, try to give them something that is of value, but without charging for it.

It can be a trial version of its program or something else, but it must be of value to the customer. Prove that you are good at it has much more effect than empty and monotonous speeches.

But be careful not to fill the client that things have nothing to do with him. You should always fit this evidence the needs and the problems he faces. Otherwise it will be a waste of time.

9. Do not open client hand off the ideal profile

Out of desperation, pressure or lack of clarity about the ideal profile client, many sellers end up failing because they insist on bills and opportunities without profile, which lead to nothing, simply because it seems easier to continue working on them than to start work on a new account.

Every month you should do a sort of spring cleaning in sales opportunities. Analyze each of them, delete the bad and make room for new qualified opportunities.


About the Book Predictable Revenue

The book is available for sale on the Amazon website and you can buy this link . Check out the official description:

Implant in your company sales machine that led to Salesforce.com to generate over $ 100 million in recurring annual revenue

Every company needs to sell, this is unquestionable. However, most of them remains a hostage of chance, surviving based on meager, inadequate and unpredictable results. Predictable Revenue (Predictable Revenue) is a challenge to companies, managers, entrepreneurs and all those who deal with sales, for leaving the position of passive victims of market demand and pass the protagonists of the results.

With the revolutionary Cold Calling 2.0 methodology, your business will never waste time and money on outdated and ineffective prospecting process, and you will take control of revenue, making it completely predictable.

Objectively and with real cases implemented by the authors, Aaron Ross and Marylou Tyler, you will learn, step by step, how to put into practice the process of outbound sales, which led to Salesforce.com and HyperQuality, among others, increase by more than 300% its revenues and to obtain millions of dollars in future revenues.

No miracles or magic formulas, you will be able to structure a real vending machine in your company without big investments in marketing, using only method, people and discipline to get amazing results.

predictable revenue is a thought-provoking book, but above all useful. Considered the Bible of Silicon Valley Sales is like a higher level of consultancy.