Does your sales cycle resemble a long, complex maze with various hurdles that agents must maneuver? Do prospects continually lose their way and fail to complete the sales process? If you answered yes to any of these questions, you should take a hard look at your current sales strategy.
Let's face it: generating interest from B2B buyers is a challenge. So when a prospect finally makes the decision to buy from you, your sales process should be as simple and straightforward as possible. So, how can you simplify and shorten the sales cycle? Consider the tips below:
1. Engage with the Right People
All too often, sales agents waste their time (and prolong the sales process) by engaging with prospects who have no decision-making authority. Keep in mind that the shortest way to make a sale is to speak directly with the individual who controls the purse strings. When prospecting, therefore, target C-level executives.
2. Disqualify Non-Closers
Not every lead will become a buyer. Most "non-closers"-or buyers that aren't yet ready to pull the trigger-will display certain characteristics. For example, they continuously dodge your phone calls. Once you start to actively engage with a prospect, take note of whether they exhibit signs of a non-closer. If so, put this prospect aside and concentrate on leads that are more sales-ready.