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You are here: Home / Blog / Sales Strategy / Shorten your sales cycle. Stop kidding yourself.

Shorten your sales cycle. Stop kidding yourself.

January 21, 2013 By maurasf

What’s one way to sell more now? It’s to sell more to prospects most likely to buy now. Duh. But, why is it when I ask a sales professional, “Who is your ideal prospect?” I hear answers that are very different than the prospects these sales professionals are calling on?

Stop kidding yourself.

Think about your best customers. Who are they? Be very specific and identify them by various demographic characteristics. Think age, gender, or life stage. You might also define industry, location or other characteristic. Be as specific as you can.

If you’re doing well selling to this type of customer, you will do well selling to more like this type in the future. Find more prospects like your ideal customer! It will be far easier to sell. How do I know this? You’ve already been successful selling to them in the past. Unless you change something, you’ll be likely to be successful in the future.

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Filed Under: Sales Strategy, Selling

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*What was your last “mistake?” Did you make it before? There’s nothing wrong with making mistakes in sales provided you are making different mistakes. (You are learning from them!)

About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
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President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

Maura’s Allbusiness blog posts

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