Having delved into the final horizons of our pipeline optimization journey, we have learned how to increase the number of deals, increase their size, and increase conversions while eliminating any leaks in the pipeline. Now it’s time to strengthen your revenue stream.

Let’s Press the Gas Pedal

Have you ever wondered how long a prospect should take list to data to make a decision? Surprisingly, one of our sales team members once suggested “a week.” But why not five days or three weeks? The reality is that leaving the decision-making period entirely up to the client is not ideal. It should be a collaborative effort between you and the client. To help close deals faster, here are three ways to speed up the process:

Uncover the Decision Making Process

Accelerating the decision-making process can be challenging, especially if you don’t know your prospect’s preferred pace. The solution? Just ask your prospect. Don’t assume you know how to move them through your sales pipeline. At each stage, clarify their requirements to move to the next step. Over time, you’ll learn what decisions are being made for example, check out the homepage within their organization and perhaps identify industry-specific decision-making patterns.

Get Rid of the “I’ll Think About It” Syndrome

Inexperienced salespeople often hesitate to appear pushy. However, as you advance in your sales career, you will find that some persistence is fine. Don’t give them too much time to think. When a prospect says the classic “Let me think about it,” respond with, “Great, can you elaborate on what you’d like to consider? I can provide additional aspects to help you make your decision.”

Another time-saving tactic is when a prospect mentions usa lists they need to check with  someone else , set expectations by saying, “Great, if I follow up tomorrow afternoon, you’ve completed the discussion, which will make the follow-up process easier?” This gentle pressure can speed up decision-making and even elicit instant compliance.