Why Your Sales Cycle Is So Long And What You Can Do About It

<p>In this episode of the No BS Sales School, Walker McKay talks about how we should be more comfortable with making yes or no decisions. Walker argues that sometimes, pushing a prospect to say no is more beneficial for all parties involved than needlessly prolonging a sales cycle. If the customer is not a good fit for you, then it's better to move on to the next one instead of spending more time on a deal that was never going to happen anyway. </p><p><strong>HIGHLIGHTS</strong></p><ul><li>You need to make better yes or no decisions</li><li>When 'let me think it over" actually means 'No'</li><li>You're not the right fit for everybody</li></ul><p><strong>QUOTES</strong></p><p><strong>Walker</strong>: "At the end of every sales call, you need to get a yes or no to something. Doesn't mean that you have a one-call close, many of us don't have one-call closes. Many of you do have one-call closes, you just take five or six calls to make it close. Part of that is probably because you suck at making yes or no decisions."</p><p><strong>Walker</strong>: "When somebody tells us, hey, I need to think it over, I need to process this, why don't you call me in a week, or let me sleep on it, or I need to pray about it. All those things, those are fine. But also I want you to understand those are all slow NOs." </p><p><strong>Walker</strong>: "A quick no is so much better than a damn long no. Long NOs suck."</p><p>Where to find <strong>Walker</strong>:</p><ul><li><a href="https://www.linkedin.com/in/walkermckay/">LinkedIn</a></li><li><a href="https://twitter.com/walkermckay">Twitter</a></li><li><a href="https://www.instagram.com/nobssalesschool/">Instagram</a></li><li><a href="http://www.7salesmistakes.com/">Free training course</a></li><li><a href="https://www.walkermckay.com/">www.walkermckay.com</a></li></ul>