Go Faster by Going Slower

Experienced salespeople are often technically so good that they feel like a fast-moving train. The prospect can’t even finish the objection and they’re already talking. Here’s what time-efficiency actually is in sales: being effective with people.

A great salesperson should never feel rushed, nor should the prospect feel rushed by the salesperson. Or you’ll be screaming: agenda! agenda! Now those objections are rising out of the trust issue — seeing you as the salesman who wants to get the sale. This is an uphill battle that you can’t win; or even if you can, it’ll take too long for it to be worth your time.

By going faster, you actually went slower. When dealing with people, go faster by going slower.