Slow Down to Close More Deals
By now, we have all heard the sales statistics about the faster you respond, the better chance you have at closing a deal. Or, the first service professional to respond is usually the one who lands the contract. Here’s the thing, not everything about your sales process should be fast. In fact, at Sebastian Lane Consulting, we would argue to slow down your sales process.
Before we dig in, the one caveat is that response times should always be fast. The statistics in this arena are true for a reason. Timing is everything, and it is extremely important to be available and responsive while nurturing a prospect. We recommend that you make your prospects a priority and, at the very least, let them know you received their email or call, and will respond to them as soon as you can. A simple acknowledgment can go a long way in the world of sales and prospecting.
Now that we have established that response times are one of the only things that should be fast in your sales process, let’s discuss how going slow can help you close more deals.
The Benefits of Going Slow
Every prospect is different and has unique characteristics based on their job responsibilities, personality traits, background, and culture. The one thing they all have in common though is that they do not care about how fast it takes you to close a deal—unless they specify that they are looking to start with a service professional as soon as possible. When it comes to the world of professional services, the key is to nurture your prospects and create a trusting relationship with them. The last thing you want to do is scare them off with pushy sales tactics and overburdening them with follow-ups and check-ins.
The key is to focus on the prospect and what they need. The prospect is doing a dance with you to ensure that you are able to solve their problem within their budgetary requirements. They want to know they can trust you and get along with you, so you need to build a rapport with them. Educate them on your services and how your services can solve their problem. Get to know them outside of the problem to better understand the bigger picture and gain their trust.
Where to Slow Down Your Sales Process
We have covered the benefits of going slow and the places that should remain fast. Here is where you should take your time during the sales process.
The Discovery. This is the time you will spend getting to know your prospect and assessing their needs. Professional services are meant to be of high quality and treated with the utmost care. Your prospect will most definitely appreciate it if you take your time while assessing their problem and determining what is the best solution for their specific needs. Slowing down this step has the added benefit of helping you determine if the prospect is truly a good fit for your services and qualifies as a lead.
The Proposal. If you send it your proposal and the prospect has questions or revisions, be sure to take your time and really listen to their concerns. The proposal piece of your sales process is an opportunity to collaborate with your prospect and create the foundation for your working relationship.
The Closing. When it comes to the closing step in your sales process, your prospect is going to be dealing with important decision-making responsibilities. Do not pressure them. We repeat, do not pressure your prospect during this vital time period. Your prospect needs time to digest your proposal, possibly speak the terms over with their team, and ultimately decide whether they want to work with you. If you check-in too much or are too pushy, your prospect may become overwhelmed and back out of the deal.
Overall, remember to nurture the relationship with your prospect and do not pressure them. As you continue to build a relationship with your prospect, they will begin to trust you and you will gain their respect. In the end, going slow will help you close more deals.
If you have questions about our proven & repeatable sales process, we are here to help. To schedule your free initial consultation, call Sebastian Lane Consulting at 443-534-6783 or email us at jesse@sebastianlaneconsulting.com. Our top priority is to provide value for your business, which is why we provide 30-day partnerships instead of binding contracts.