Most companies we encounter are interested in shortening their sales cycles. You can accomplish this in a couple of different ways. One method that we teach is to start with a mutual agreement between you and your prospect that includes exactly what is going to happen in your meeting. How  much time it will take, what type of decision will be made at the end of the meeting and what will happen next. Shortening the sales cycle requires more efficient actions from the time you say “hello” to prospect until the time you close the sale or “close the file” and move on.

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