Matt Ryder says reps who won't ask for a final decision don't have a sales process, just what he calls a "hopium dealership." He compresses deals by scheduling the next step on the call instead of letting prospects disappear. Vague follow-ups and requests for more information are just fear dressed up as process.
If you can't close on a call, then you don't really have a sales process. You have more of like a hopium dealership. Some industries need multiple steps. Some are very simple. Most reps extend the process because they're afraid to ask the actual questions, right? They hide behind process, they hide behind follow-up, they hide behind send me more information. A clean close is simply based on everything that you've said and what is the next step. You'd be surprised how much I've shortened massive B2B deals just by going same time next week. And a sales process that traditionally takes 6 months selling billion-dollar companies can take 6 weeks because you controlled the next step. If you allow them to control the next steps, it can blow out into these unrealistic timelines that just end up killing all the urgency that you created on the actual call. If you can't ask for a decision, you're just gonna continue to live in limbo land and your sales processes will take forever.
