Key Points
- Rushing to demo, pricing or proposal creates false progression, not speed.
- Slow down on the problem, its magnitude, the value, who is involved and the next step.
- Do that and the deal gains real traction and actually speeds up.
The fastest way to slow a deal down is to rush it.
Slow down on the problem, not the cycle
The goal is not to slow deals down. It is to stop the false progression that comes from rushing your own process. Do not rush to demo, to pricing or to a proposal, and do not move a deal to the next CRM stage just because the meeting sounded good. Instead, slow down on the things that matter: their problem, the magnitude of it, the value you can provide, who needs to be involved, and the next action in the context of how the buyer actually buys. Slow down on those, and the deal gets real traction and speeds up.
It is a dance, not a script. You are nurturing the prospect through their buying process, not pushing them through yours.
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