Sales Tip: Don't Rush People

In sales, fast is slow and slow is fast. So I may know what the right answer is. In fact, I do. I know the right answer. When you call me and you tell me you have this problem, I know what the right answer is. I know how to help you because I've done it for a long time. But you still need to see me watching you talk. You still need to see me taking notes. You still need to hear me asking you questions about this to deepen my understanding. Or you're not going to be comfortable. So the part where you decide that I'm going to try to rush forward with people, you're going faster than they can. So one of the things that I tried to explain in The Lost Art of Closing, my second book, was don't get so far out in front of them. Like, if you're too far in front of them, they can't catch up. You have to go back and go nice and slow and try to keep it even the whole way up. And when people understand that process, they get a lot better at selling. Like, wait, I'm way ahead of them. Yeah, slow down and go back and get them because they can't catch up.