After witnessing thousands of sales calls, and advising clients on thousands more, I can confidently say that the number one reason that customers/prospects fail to make timely decisions is because the salesperson skips steps in the process. While it may sound counter-intuitive, the key to shortening the sales cycle is for the salesperson to slow the process down. The problem begins because buyer and seller are out-of-sync. Most sales approaches rely on the buyer to be actively in the process...
