Ironically, it’s by slowing down their conversations with customers and asking the questions embodied in the Slow Down, Sell Faster! sales training program that salespeople can help customers move through their buying process faster.
The Slow Down, Sell Faster!® sales process is easy to use, which increases adoption rates. It’s also a complete sales process, covering everything from the initial prospecting call to post-sale customer satisfaction.
Why Sales Fall Through
Early in the sales cycle, your salespeople don’t understand what the customer is thinking.
Worse, many prospects do online research before they ever speak to a live salesperson, and may only be comparison shopping when they talk to your reps.
The result? Salespeople and prospects who are completely out of sync.
The Itch to Pitch
Presenting without first probing for a deep understanding of the prospect’s theories, goals and preconceptions is the #1 mistake in sales. It causes more customers to decide to do nothing, and just go away. You will see this problem in reps’ sales forecasts when you encounter opportunities that reps tell you are certain to close – but that are unqualified. This is just one of several critical problems we solve.