Not closing a sale "on time", is almost the same as losing that sale.

You might think …

Hey, if I closed the sale, that’s great. It doesn’t really matter if I close it this month or next, as long as it’s for the same amount.

Well the truth is a sale delayed by days, weeks, or months costs you.

It costs you because you have to expend extra selling time and extra selling energy to close that deal. Energy that could’ve gone into working other deals in your pipeline or into prospecting for new deals.
And also it costs you because you can’t instantly replace the revenue you expected to get from that deal.

Traditional selling mentality focuses on the need to "create a sense of urgency" with your prospect.

Sometimes this can work. But it depends on the cause of the delay.

If the delay is something beyond your ability to influence, then doing things like cutting your bid don’t speed up your deal. All they do is tell your prospect that you are willing to lower your bid, and then they’ll demand it later when they are ready to close.

The better approach is to shoot for an overflowing pipeline of deals.

If you have pipeline full of high quality prospects, with a high likelihood of making a purchase from *you*, then you don’t have to worry when a deal or two gets delayed.

Now how do you get this pipeline of high quality prospects?

Well you have to be willing to do three things.

You have to be willing to spend more time prospecting than you probably have in the past.  You’re going to need to make more calls, send more letters, emails, and faxes.

You’re going to need to sharpen your message so that you get a higher hit-rate from your communications.

And you’re going to need to throw away more weak leads.

You accomplish this by prospecting for pains that you can solve, and by filtering the hits you do get through a rigorous qualification process.

A high prospecting activity level focused on finding pains you can solve combined with qualifying your leads against an ideal customer profile will result over time in a pipeline bursting with prospects inclined to purchase from you.

Go to Persuasive Selling Skills to discover the skills that will help you fill your pipeline full of high quality deals.

You’ll be much more successful fixing your sales problems by focusing on the decision of who to spend your sales time with instead of worrying about how to create a sense of urgency with a poor quality prospect.

Sell with Pride,

Shameless Shamus