Compressed Selling TimeCompressed Selling Time Technology has enabled people to glean more education and insights without the assistance or guidance of salespeople. A 2020 Gartner study demonstrated that 83% of the prospect’s buying journey is completed before the salesperson is invited in. Less selling time prohibits effective investigation of need and trust building, putting all sellers at a disadvantage and making “selling” all about responding to requests, reacting, and order taking.

Your prospect is already 83% through their buying journey before you have a chance to talk.

It’s time to get in the room sooner and lead the sale.

The clock is ticking.

Your prospect controls the sale when they do their own research. They’re just clicks away from all of your competition, allowing them to make a judgement about you before you ever get a chance to talk.

83% of the sale is done before they reach you, and the sales process is killing more value than anything else.

Get in front of prospective deals before they even begin their research journey. Otherwise, you’ll be stuck answering the Three Ugly Questions.

Why it matters?

You lack time

They’ve already put in the time to learn on their own and aren’t interested in your spiel.

You lack influence

Decisions were made before you came into the picture- you’re going to have a hard time changing their minds.

You’re selling on their terms

Minds have been made up and you have no choice but to serve up exactly what they want- even if it might not be the right solution.

The Three Ugly Questions

When you enter at the end of a sale, you’re going to have to answer three ugly questions that will send you into fight or flight mode.

1 “Can you do it?”

They likely aren’t interested in quality or value at this point.

They’re only interested in execution.

2 “Do you want it?”

If you want it, you’ll find a way to make it happen, right?

The ball is now in their court, and they’re ready to drive your price to the bottom.

3 “How much?”

This is where it ends.

Once you hit this point, you’re in defense mode.

Learn about the other Deadly C’s

CommoditizationCommoditization Absence of any perceived value, making it so that price becomes the only determining factor. Whether there is real differentiation or not, if the prospect’s brain cannot or will not distinguish this differentiation, it doesn’t matter.

Compressed Selling Time

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Consensus Decision Making

Is your team prepared to fight The 3 Deadly Cs?

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