Speed Kills - Selling Too Quickly Can Cost The Sale
The art of selling is the art of 'establishing trust' along with 'building value' to the point that it exceeds price and 'effective problem solving'. Each of those steps takes time and to reduce efforts in any of those areas will often result in a lost sale.
Establishing trust is extremely unlikely if the prospect feels that he or she is being rushed or pressured for the salesperson's benefit or convenience. Part of the process of developing trust is careful and thorough qualification. How will a salesperson properly problem solve without that information.
Prospects are much more likely to spend their hard earned money with someone they believe is working for them rather than working solely for themselves.
In order to reduce the importance of price in the customer's mind and remove price as an obstacle, it is always necessary to build sufficient value for the prospect. This is done by layering benefit upon benefit. This can rarely be done quickly if the salesperson wants to be sure that the customer understands the full value being revealed to him or her.
The salesperson is wise to understand that the prospect begins the buying experience with a perceived need or with a problem of some sort to be solved. Demonstrating that the offering being made is the best solution to the prospect's 'problem' will result in a closed sale. Take sufficient time time to ensure that at least these three areas are handled well with all prospects.
Speeding will cost you a lot of money on the road. Be aware of just how much money it can cost you in lost selling opportunities.
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