Slow Down, Sell Faster!, 2nd Edition

Foreword

Sales leaders are notoriously impatient. In sales meetings they talk about time-based competition. They quote from the book: “It’s not the big that eat the small; it’s the fast that eat the slow.” They draw a sketch on the whiteboard explaining the current sales pipeline and asking everybody to accelerate sales. The battle cry in the sales office is “speed is your friend.” Every sales leader wants fast sales; the trouble is, there aren’t many fast buyers.

Unfortunately, speed often kills sales opportunities. I’ve seen too many salespeople chasing prospects at high speed until they realized they were chasing garbage trucks. If they had done their homework, they’d have learned to identify and go after the money trucks. Sometimes they are ...