Slow Down to Speed Up Sales

Let’s suppose you are a doctor and a patient requesting surgery came to you and immediately asked about price and availability.

How would you respond?

“Sure, here’s my quote. Call me if you have any questions.”

Of course, you would never reply in this manner. Yet, many salespeople continue to sell this way. And as a result, they unfortunately do not close many sales.

The doctor will stop the patient and say,

“Wait, slow down, let’s determine what’s going on with your illness.

  • How long has this been going on?
  • Where’s the pain?
  • What other options have you considered?”

Any ethical doctor will follow this protocol.

My recommendation… like the good doctor, a great salesperson must follow the same protocol.

Slow things down in order to speed things up.

Take time to ask the right questions to determine how to “take away” your customer’s pain. You’ll close more sales faster — with less effort.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).