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RAB Research Archive

Slow down to speed up your sales



This was one of the hardest things for me to learn. When I first started selling, I was so eager to be successful. I tried to wow my prospects with my great product knowledge. I closed often and early.

But the more I tried to rush things, the more resistant to moving forward my prospects became. They'd throw out obstacles and objections that I couldn't overcome. When I learned to slow down, parcel information out over multiple meetings, and simply advance the sales process one step at a time, suddenly my sales increased.

When you're scared about not getting the business, your prospects can intuitively sense your fear. One of the major symptoms is rushing the sales process.

Source: Sales speaker/author Jill Konrath





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