Closing business quicker - North Atlanta Business Post
North Atlanta Business Post Login | Register
Updated Nov 14 @ 1:05PM
 

Closing business quicker

Posted
http://northfulton.ostsubmedia.communityq.com/uploads/original/1487608602_a05f.jpg" alt=“Dick Jones” style="width:150px;"> Founder and President
Jones Simply Sales

Is it taking you more time than you’d like to close business? Is your sales cycle so long that it feels like you’re pushing a big rock up a huge hill to get a deal closed? Reducing the amount of time it takes to close business will benefit you in many ways. You’ll sell more, have a bigger sales pipeline, and not waste your time pursuing opportunities that have no chance of panning out.

A key element of reducing the sales process is to insure your customer is fully aware of the value that your product or service will provide them. If you’ve established a return-on-investment, it provides more motivation for your customer to buy. Adding incentives to “buy now,” such as discounting the fees or providing additional services can also motivate your customer to make a decision sooner.

One of the real threats in stretching out the sales cycle is not knowing who the decision maker is. Often times you may be interacting with someone who is not capable of making a decision. They may be an evaluator or user of your product or service, but they don’t have the authority to sign the order. The key to this is to establish relationships with those individuals who will either influence the decision or actually make it. Spend your time with those who can make a decision!

Anticipating potential objections to your customer buying is also a way to facilitate closing business faster. If you have well-thought-out answers to questions that may prevent a decision to be made, this will remove obstacles. Closing business quicker is a mainstay in increasing revenue in your small business.

No comments on this story | Add your comment
Please log in or register to add your comment
+ New Business Spotlight
Business name: Designer Home ComfortAbout: Designer Home Comfort is a furniture store that specializes in leather and hardwood living room and dining room furniture. They feature products from …
+ New Business Spotlight
Business name: Deka LashOwner: Cornell L. Lewis Jr.About: Deka Lash is an eyelash extension studio specializing in individual eyelash extensions. The additionally offer eyebrow Microblading.Opened: …
Latest Local News
JOHNS CREEK, Ga. – The Johns Creek Rotary Club, along with Emory Johns Creek Hospital and Emory Winship Cancer Institute, rolled out the runway Oct. 8 at the Atlanta Athletic Club for the annual …
+ New Business Spotlight
Business name: Delta Community Credit Union Alpharetta Branch About: Delta Community Credit Union is a not-for-profit financial cooperative with a mission of providing better service and value on the …
+ New Business Spotlight
Business name: Roswell BarbellAbout: Roswell Barbell is a 5,200 square foot “state of the past” strength training facility for powerlifters, Olympic weightlifters, bodybuilders and …