How to Shorten Your Sales Cycle

Access this free 10-minute video now and learn what you can do to help your sales team move from first contact to close in less time, every time. Discover:

  • The most important reason to reduce your sales cycle – and it isn’t to save time
  • The number-one cause of slow sales cycles
  • A common but critical error that many salespeople make when they’re gathering information from a prospect, and
  • The “shopping list” concept – a tool that will dramatically shorten your sales cycle

Why are we giving you all of this for free? Because it’s the best way we know to introduce you to a breakthrough way to develop sales talent in your organization.

Here’s how it works: Request your training video on shortening your sales cycle now and we’ll email you a user name and password that gives you instant access to the Selling Essentials Rapid Learning Center. There you’ll find your training video on shortening your sales cycle and a collection of other training resources for sales professionals. You’ll have unlimited access to this powerful library of e-learning modules, reports and fast-read articles for 30 days.

More information for those who love the details …

Why the sales cycle slows down

There are lots of good reasons to reduce the sales cycle. The faster you close, the faster you get paid. The more time you have to find more business.

But the most important reason is to increase your chances of making the sale.

Research shows that the most common reason sales drag out is lack of information. In eight out of 10 cases, when buyers sit down to make a decision, at least one critical piece of information is missing. When that happens, the process grinds to a halt until somebody goes back and gets the missing piece.

Access this free video now to learn a simple process for drastically reducing the down time that makes your sales cycle longer than it should be.

The Shopping List: Shorten the sales cycles with preparation

Think of the sales cycle this way: It’s Saturday morning and you’re assembling a swing set. You discover that Step 1 requires a ¾-inch drill bit. So you jump in the car, drive to the hardware store and buy one. Later, you find out you’re missing an Allen wrench required in Step 5. So it’s back to the store again. Then Step 9 calls for a special lock washer, so it’s one more trip. By the time you get back, it’s getting late. You decide you’ll finish it tomorrow. When you wake up on Sunday, it’s raining.

If you’d had everything you needed in the beginning, you could easily have finished that swing set in a day. Now you’re looking at next weekend at the earliest.

Of course, there’s a simple way to avoid those problems. Before you ever get started, you sit down, read the instructions and make a shopping list.

That’s what you need to do to accelerate your sales: Make a shopping list that identifies all the information you and your buyer will need to move to the next step.

Owning the sales cycle: Whose job is it?

Most buyers can’t tell you all the things that need to be on the shopping list. If they’ve never bought what you’re selling before or are just unfamiliar with the product, then it’s unreasonable to expect that your buyer will know every detail and question needed to make a complete, accurate shopping list.

That’s why it’s your job to own the sales cycle by taking control and creating a detailed, accurate shopping list for the buyer. Of course, it’s still the prospect’s shopping list, but as the sales rep, it’s your responsibility to take what information the buyer gives you about their business and ask the right questions and do the research necessary to make the most complete shopping list possible.

Here’s one last thought: Some salespeople worry that buyers will feel pressured if they try to accelerate the sales cycle. Buyers might, if your idea of acceleration is simply to ask, “How soon will you make a decision?” There’s nothing in that question to benefit the buyer.

But your buyers won’t feel squeezed if you help prevent unnecessary meetings and time-wasting delays. On the contrary, the sooner they can make a smart decision and get back to work the better. Think of a short sales cycle as a way to add value and give yourself a significant competitive advantage.

Access your free video now as part of a free 30-day trial to the Selling Essentials Rapid Learning Center.


Steve Meyer
Stephen J. Meyer
CEO/Director of Learning and Development, The Rapid Learning Institute


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