North Atlanta Business Post Login | Register
Updated Apr 21 @ 12:21PM

Getting business closed quicker


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 much more quickly. 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. Spending your time with those who can make a decision will help you close business quicker.

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 out of the way. 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: NEVO Driving AcademyOwner: Robert DillmanAbout: NEVO Driving Academy is an award-winning provider of driver’s education and in-car driving lessons. Their instructors are …
Latest Local News
ALPHARETTA, Ga. — The highly anticipated Phase II of Avalon opened its doors April 13 to a cheering crowd and champagne toast. Dubbed Boulevard East, this expansion adds 1,000 new jobs, 350 …
+ New Business Spotlight
Business name: Autumn Leaves of Windward About: Autumn Leaves of Windward is a family owned and operated assisted living community solely dedicated to the care and wellbeing of those living with …