6) Diagnose the process. If you are attending carefully to the first five steps, and still find that opportunities aren't materializing at the rate you'd like them to, it's probably time for a formal diagnosis of where things are breaking down. The problem usually lies in one of four areas:

The absolutes. Every successful sale is based on the ability to fulfill the absolutes — the basic requirements necessary to make the sale. If you do not meet the minimums, the sale cannot advance.
The wants. This is rarely what we sell, but keep in mind that what buyers really want is usually a solution to a problem or to create new opportunities.
The desirables. These are the areas of interest that influence the buyer's decision. They are not typically requirements of the sale, but they do have some sway.
The why. This is the compelling emotional reason for the buyer to make the decision to purchase from us, or from somewhere else.

People lose sales for a lot of reasons. It's important to be aware of the chief obstacles in your path, because they will have a direct impact on your sales results. Knowing where the landmines are buried can help you to stay one step ahead. Sales training, process consultation and sales management coaching can help to identify some of your obstacles at a more granular level, so that you can learn to navigate them and move more of your opportunities toward closure.

Instant Insights /

6 steps to accelerate the sales cycle

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