How to Sell Smarter by Slowing Down [Video]

Slow down your sales process and you’ll speed up your closing. 

One of the big issues I find with salespeople is they race to get to the proposal, to the presentation, to show the customer everything that they can do. 

Hold it, slow down! You’re neither doing yourself nor your customer a favor. Who knows if the demo is even right for them? When we do not slow down the sales process at the beginning to really understand the needs the customer has, we cannot be sure that what we recommend to them is even the right solution.

Before you get in a rush, try these six slow-down techniques.

1. Don’t play customer service.

Salespeople are very quick to provide customer service. The customer says, “Tell me about your business, tell me about what you guys do.” And we start foaming at the mouth and wind up stepping all over ourselves. 

How do we even know if what we are about to …