How to Get Your Deals to Close Faster

The pressure to add “velocity” to the sales process is ever present. As a sales and business development consultant I’m often asked, “How do I get my deals to close faster?” Regardless of how patient and understanding leadership may be, when it comes to hitting numbers, there is always urgency. This pressure comes internally from your boss, his boss or even yourself. It is important to make sure each sales opportunity is executed as efficiently as possible.

Use a Timeline

Time is one of the most powerful methods you have to get commitment from your client. To some extent, most people are deadline driven. If we don’t have a deadline, it doesn’t get done. But there is a right way and a wrong way to utilize a timeline to create a faster and more predictable sales process.

Sales Schmo: The Wrong Way

I have worked with and competed against many Sales Schmos, as I like to call them, who feel pressure is the best way to close business. They make up some false timeline regarding a price expiring or month-end to pressure a client into making a decision. This approach may work some of the time, but generally only in a price war that ends up with the client being sorry they switched only never to hear from the Sales Schmo again.

Sales Pro: The Right Way

The right way to do it is do have the client decide. Once you have determined they are interested, and more importantly that they are a good fit for your product or service, find out when they would ideally like to make a decision. When do they want to start using your solution? From there, you can back into your sales process timeline with your client. Be clear what needs to happen in order to accommodate their request. Have them outline what their buying process is internally and how you can support it. Once you have done this, confirm their commitment to participate in each step to achieve their, and this is the important word, their desired timeline. They are invested in the commitment because they are the ones who created it. That’s the best part.

Keeping It on Track

If it comes down to them having to hit a deadline or a milestone, you can remind them, “When we agreed to this earlier on we decided on this milestone because….” The result will be a smoother sales process, a happier client, better information for your service team and a reliable pipeline that sets the right forecasting expectations with your boss and the company.