How to shorten your sales cycle and close any sale fast

1
7 GOLDEN RULES
HOW TO SELL FAST
www.liinea.com/worshops
2
How do you accelerate the sales cycle to arrive
to the highly prized sales?
Here are seven golden rules that will help you
achieve all that 
3
1. Get commitment
What can be easier than to ask
4
2. Don't shy away from working on objections 
Objections are very good because they allow you
to understand the way your prospects think.
Working on the objections will increase the
prospects confidence in your offer

• Reveal objections by asking the questions
• Do you have any concerns about ?
• You seem a little worried about . What are
  your thoughts?
• Can you see any roadblocks that might stop you
  from buying ?
• One of the ways to address concerns is to tell
  stories about other customers. Share how they
  felt uncertain until they learned about the
  advantages of your solution or until ultimately
  realised they would save time and even money. In
  short, references work
• Addressing common "worries" proactively is
  another way of dealing with objections

5
3. "ABC Always Be Closing" 
These words, spoken by Alec Baldwin back in 1992
in the "Glengarry Glen Ross" are a phenomenal
reminder of the importance of closing every call
and every meeting by defining the next steps and
the timeline!
6
4. Betting odds
Only 7 is a sales conversion rate for SaaS
businesses. It means that 9 out of the 10
companies you are talking to today will not
become your clients.
The faster you determine the "highest win
probability" prospects, the quicker you will
arrive at the sales finish line. Your targets are
those "low-hanging fruits", park the rest for
later.
7
5. Draw your MAP
MAP stands for mutually agreed (action) plan.
Buyers are more willing to buy what they helped
to create
Develop an action plan together, define the
milestones together, understand the roadblocks
together and explain what you will do on your
side to make the sales process easier for your
client. 
8
6. Make more friends
Nothing could be more effective in sales. The
more complex solution you sell, the more layers
of decision making it will involve. Your goal
is to get every single yes, not just one of them
because it will help you sign in less time. 
9
7. Create urgency
With every day that passes, the chances of
closing a deal slowly but steadily vanish.
To prevent your prospect from suffering from this
mental torture, you need to move fast. Give your
prospect a valid reason why the sale should
happen now
Is it because this offer expires tomorrow?
Is it because the implementation team is
committed to other work next month?
Is it because the most significant benefit for
the client will occur only if he starts using the
solution as soon as possible? 
10
A few last words..
Remember, if your prospect is not ready to move
forward and sign the contract, you need go back
to the first step of the sales process to
identify his needs and establish value
11
Scale up smart

• Liinea.com
• Join our sales workshopsliinea.com/workshops