Even though buying cycles seem to stretch out longer as buyers require more time to make decisions, salespeople are doing their best to close quicker.
Much of whats popular in selling, such as sales techniques, figuring out a prospects hot buttons and schmoozing and even relationship building, can be enormously overrated. Heres the problem. Simply put, too much of what passes for best practices in sales focuses on what the salesperson should do to get the order, starting with a perfected elevator speech.
