What Causes Sales To Move Closer To A Close Faster?

This post can be viewed as what move sales faster to a close, or what repels them from happening.

Both angles will be covered, so read on to find out the two sides of the same coin.

Imagine this...

You are selling insulin to treat diabetes. Your company produces two forms of insulin: cartridges and prefilled insulin pens.

During a sales meeting, you were told that the company has an excess stock of insulin cartridges. And from then on, every request for samples, the only cartridge will be dispensed...

...at the same time, the company is working to encourage the use of pre-filled pens, due to their convenience and what the competitor had been doing all this while.

Now, in a sales call to a GP, she's ready to try the insulin. And she requested the pre-filled pen since it's more convenient for her patients.

And you said, "But Doc, we have ready to use cartridges at our disposal. I can guarantee that you'll get the sample stock in a few days, but if you still want the pre-filled pen, then I can't guarantee the delivery time."

Be the customers for a second...

Would you still have the "appetite" to try the insulin sample?

I know I won't...

And what have you just did?

You've just repelled the prospect from moving to a close.

So that's the point...

You move away from sales closing when you "push" what you have, rather than giving what the prospect wants.

And the opposite is exact...

When you give prospects what they want, you're moving closer to sales closing. It's that simple.
The question salespersons need to ask before making the pitch is, "Am I giving prospects what they want, or am I pushing what the company has?"

Answer that honestly, and see whether you're moving closer or further from closing.

Sell Well:-)!