HTSS153 - How to determine your sales cycles and stay on top to close deals - Scott Sylvan Bell

<p>Sales cycles are cyclical and you can close more deals knowing this</p> <p>If you can stay in sales long enough you will find you run in cycles. Statistically speaking you will run through all 6 of these periods mentioned. If you keep good notes you can spot trends before they happen.</p> <p>Top salespeople hold themselves accountable  </p> <p>You have to be willing to be accountable to yourself, a CRM or a Manager.  When you are new the time frame typically is short and the run-up and rundowns happen quickly and the plateau is short.  If you have been in the field for a while the run up and run downs are quick but the plateaus are longer.</p> <p>The Bell Curve of Sales Success </p> <p>Think of long term sales like a bell curve.  Everyone has their own time frame for this, meaning your time frame isnt someone elses time frame. You can look at what others are doing and see what phase or period they are in. </p> <p>There are 6 stages identified for sales success:</p> <p>The climb – you are selling and getting traction</p> <ul><li>Momentum is weird and it can be slow or fast. You are heading up the side of the bell curve. You may say things like “I can do this” , “this is hard but its worth it”</li> </ul> <p>The Par – where you are closing and everything is good</p> <ul><li>You have gotten your track and you feel like your feet are underneath you. You may say things to yourself like “I am back”, “I close deals” “I am good” “I am amazing”</li> </ul> <p>The heater – borrowed from a run in a casino – You close everything</p> <ul><li>You have momentum on your side and you can close sales. You may say things like “I am the best” or “I can close anyone” “I am the greatest man alive”</li> </ul> <p>The plateau – where you are doing well but you feel slippage</p> <ul><li>It sounds strange but you will wake up one morning without “fuel” you may also feel like you have a lack of focus. You may start having some doubt “Am I really this good” do I deserve can I really do this – doubt in the mind