Slow down to win the race
Paradoxical I know, but this is a crucial step for all salespeople to pay attention to.
In today’s hectic world of business, it’s so easy to get caught up in the ‘need for speed’ when it comes to trying to secure new sales. But the truth is, no matter how quickly you want to secure the sale, it’s not likely to have any impact on the buyers’ timescales or processes.
Much better to use the time to better prepare yourself and ensure you position your offer correctly. The danger with pushing ahead at break-neck speed is that you may miss some critical pieces of the jigsaw. It may be counter-intuitive and uncomfortable, but there is real power in pacing yourself and preparing thoroughly rather than trying to turn a 400 metre race into a 200 metre sprint, to use an athletic metaphor.
There is a really good blog about this sales strategy from Jill Konrath, which is well worth 5 minutes of your time to read. Click this link to read the article.
I hope you find it useful and worthwhile. I certainly did!
All the best.