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.
Jill Konrath, sales speaker/author