They say Time kills deals. Who controls the buying cycle time ? Should the buyer set the pace or should sales reps accelerate the cycle ? Where is the line when the buyer sees the seller as a pest and switches off ? How do you avoid stepping on that line?

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CadenceCombat

Tycoon

Account Executive

Loaded title, haha. But this is the million dollar question, isn’t it?

My approach is this:

There needs to be an agreed upon next step... if i keep trying to confirm the next step or there’s just no follow through from my champion and im getting no where, then I will start ‘going for no’ so that I can at least stop wasting time and move on.

ColdCall

Valued Contributor

Account Executive

It has to be agreed by both sides so a simple answer to your question is both. Most of the time when the sale is done your job stops but the customer's work actually begins so the timeframes may always be different.

This is why discovery/qualification can be so important. If you do this correctly you should be able to know when things will come in, as business value or objectives are abundantly clear.

Mapping out how decisions get made also helps you know how long things take. Are you talking to the buyer, or do they need to build a business case?

If you find yourself 'chasing' then you have already gone past that point. Having clear next steps after each meeting (and booking in the next call always) will make this move quickly.

But, you also cannot control everything so having the honesty to stop chasing and move on to the next can save the heartache.

Hope that helps!

SalesEveryday

Praised Answer

Account Executive

If they have a buying process, I’ll use theirs, but if they don’t, we will use ours and agree on timelines. The quicker you get to a no/yes, the better.

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Toruk

They say Time kills deals. Who controls the buying cycle time ? Should the buyer set the pace or should sales reps accelerate the cycle ? Where is the line when the buyer sees the seller as a pest and switches off ? How do you avoid stepping on that line?

3 comments

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