The idea of velocity in sales is about being efficient during the sales conversation to win deals faster. There is no doubt that winning a new deal today is better than winning that same deal two months from now.
Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, regardless of your prospective client's objections (which were unresolved concerns). The most popular theory now is to improve…
There are ways to speed up your sales process; many—if not most—are unhealthy. You can rush through the process, not giving the conversations your client needs the appropriate time and attention. You can speed past some of the necessary…
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