Study the cycle in depth to increase sales
Posted: Sun Feb 16, 2025 10:11 am
The sales cycle is the average time it takes for salespeople to close the deal, and as you can see, simple and complex sales have significant differences between them.
It is essential to understand the cycle of each model well in order to accurately project the company's income.
For simple sales, the cycle is usually short and gets longer as the complexity increases. The more you know and master your sales cycle, the easier it will be to keep it under control and ensure that sales don't take longer than they should.
And do you know what the biggest stumbling block is that usually hinders any salesperson's sales cycle? Answer: objections .
And here's an interesting detail: not all objections are technical. Especially when it comes to B2B sales, legal or purchasing departments may have objections to the deadline, budget, or process that also affect the progress of the sales cycle.
Below, we'll show you how to manage them effectively to sell without interruptions.
What are the main sales objections?
Whenever you encounter someone with an objection (or several), remember that this is normal. Everyone, including you, questions the details of the purchase before closing the deal.
Instead of playing the victim and thinking that honduras phone number list no one wants your product just because they won't show their credit card at the first offer, you need to learn how to break through those objections. And there's no better way to do that than by anticipating them.
At every step of your sales cycle and every detail of your conversation with the lead, address their main objections, only to end them immediately.
And to make your life easier, you should know that the main objections that any client, in any niche , always has are:
Urgency: The first point refers to how urgent the prospect's need is to solve the problem they have when purchasing your product.
Money: Lack of money is the number one excuse for postponing a purchase. You must demonstrate that the value of the offer (your solution) is much greater than the reward requested (the price of the product).
Authority: This point refers to whether the prospect is the person making the decision — negative or positive — when you present your proposal.
Credibility: If the client doesn't trust you, he may think that all your promises are false. Offer proof and guarantees to turn the tide in your favor.
It is essential to understand the cycle of each model well in order to accurately project the company's income.
For simple sales, the cycle is usually short and gets longer as the complexity increases. The more you know and master your sales cycle, the easier it will be to keep it under control and ensure that sales don't take longer than they should.
And do you know what the biggest stumbling block is that usually hinders any salesperson's sales cycle? Answer: objections .
And here's an interesting detail: not all objections are technical. Especially when it comes to B2B sales, legal or purchasing departments may have objections to the deadline, budget, or process that also affect the progress of the sales cycle.
Below, we'll show you how to manage them effectively to sell without interruptions.
What are the main sales objections?
Whenever you encounter someone with an objection (or several), remember that this is normal. Everyone, including you, questions the details of the purchase before closing the deal.
Instead of playing the victim and thinking that honduras phone number list no one wants your product just because they won't show their credit card at the first offer, you need to learn how to break through those objections. And there's no better way to do that than by anticipating them.
At every step of your sales cycle and every detail of your conversation with the lead, address their main objections, only to end them immediately.
And to make your life easier, you should know that the main objections that any client, in any niche , always has are:
Urgency: The first point refers to how urgent the prospect's need is to solve the problem they have when purchasing your product.
Money: Lack of money is the number one excuse for postponing a purchase. You must demonstrate that the value of the offer (your solution) is much greater than the reward requested (the price of the product).
Authority: This point refers to whether the prospect is the person making the decision — negative or positive — when you present your proposal.
Credibility: If the client doesn't trust you, he may think that all your promises are false. Offer proof and guarantees to turn the tide in your favor.