Slow Down to Speed Up in Sales? What!!!
Please, bear with me. There’s method to the madness. This is an exercise in counter-intuitive selling behavior. One of the most common mistakes we see when working with sales teams is their desire to put the “pedal to the metal” when talking with a prospective customer. They try to get to the closing stage of sales as quickly as possible and treat all stages of the sales process with equal importance
This is a big mistake! In their haste to win business, sales professionals and managers - yes, managers are complicit in driving this behavior as they want proposals out the door and get deals closed too quickly - fail to do three key things.
Are your salespeople guilty of eating the marshmallow? Watch our video and read our blog post to find out why they shouldn't.