Danny Wong says, “Today’s B2B sales cycle is longer than ever before. In some cases, that’s intentional. Consumers have access to an enormous amount of information at their fingertips, and they trust companies less than they used to.

They know the cost of a bad purchase and want to avoid that risk. Because of this, it’s unlikely that you’re going to land a sale right away.

Instead, you need to take the process slow and try to get any commitment that you can.

In fact, there’s scientific evidence that suggests getting your foot in the door is an effective technique to get people to agree to just about anything.

A group of volunteers petitioned homeowners to place a large sign on their lawn which would encourage motorists to drive carefully. More than 80 percent of residents declined. Another group of homeowners was asked to place a smaller, three-inch sign with a similar message, which was met with more enthusiasm”.

Closing Sales One Step at a Time: 5 Small Commitments to Aim For

Business.com

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