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Closing deals comes at a cost to the salesperson: the opportunity cost of closing more deals in the same amount of time.
As a salesperson, every call you have should be calculated, and every dialogue should have a meaningful and pre-planned goal.
The good news is that there are often easy things you can do to make deals come in more quickly, without jeopardizing the business relationship.
1. Disqualify EarlyAs much as you want to close deals, don't be afraid to disqualify prospects who you think won't buy. Your time is valuable, and you should spend it with prospects that you have a realistic chance of closing. Before you book an hour-long call, make sure that the prospect understands entirely what the call will be in regards to, and make sure that they are in a position where you can both gain from the call.
Via The Learning Factor
If you're not doing these 10 things, you're losing money