Depending on what you are selling, your sales cycle has a particular rhythm and timing. Some industries have a long sales cycle involving months of negotiating and others are quick cycles, landing you in Sale Completed territory within a few hours or days.
Beginning with prospecting, you’ll warm up your market by marketing before you engage with your prospects. Once you’ve identified a new prospect and begin an exploratory conversation, be sure you make an excellent first impression, whether by phone or in person. Once you connect, you have about 7-10 seconds to get your prospects attention, so drive for clear impact in those first critical moments.
When you’ve got their attention, make your presentation and be ready to listen listen listen to learn if you and they are in the right place. Ask relevant questions and be real with people. If you learned selling through the hard-core school of pre-closing, it might be time to upgrade to consultative selling.