Keeping the Right Pace with Your Prospects and Clients

Are you getting the feeling that your sales team is getting a lot of, "We'll think it overs,” and, “We’ll get back to yous,” from prospects because they’re being too pushy?

Are you worried that your sales people are putting a lot of pressure on prospects and leaving them feeling like they’ve been “sold” instead of having a good buying experience?

These challenges are most likely occurring because your people are focusing on their own sales process and what they want to get accomplished. They’re not taking the time to understand their prospects’ and clients’ pace of doing business and adjusting their sales process and timing to it. This is leaving prospects and clients feeling extra pressure from your people, and giving them the feeling that it's not an enjoyable experience when working with them.

You can begin to overcome these challenges by coaching your people to take the time to understand prospects’ and clients’ pace of doing business. Encourage your people to adjust their selling process to match their prospects’ and clients’ pace, and create a comfortable buying process for them.

Help your people to do this, and you’ll see prospects and clients having better buying experiences. And, you’ll see your people close deals more easily and potentially faster.

Shad Tidler

Connect with Shad Tidler

For 25 years, Lushin has guided business leaders toward intentional, predictable growth.

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