Do you know the top five things you can do to speed up the industrial sales process? Because faster sales means faster ROI…
Danny:
Hey, so for today we are going to talk about five ways you can speed up the industrial sales process. Alright, okay I'm ready for today's episode, David. What are we talking about?

David:
Speeding up that sales process.

Danny:
Sales process, speeding it up. Alright, how do you do it?

David:
Well, there's five ways you can speed it up.

Danny:
Okay.

David:
Well, I'd start with standardizing it.

Danny:
Okay, what does that mean?

David:
What do you think it means!?

Danny:
I don't know. Standardizing the process.

David:
Yeah, yeah.

Danny:
Who's asking the questions here?

David:
I don't know!

Danny:
Sorry. Let's just keep going.

David:
No I think- okay.

Danny:
Unscripted.

David:
Very unscripted.

Danny:
That's fine.

David:
That's fine.

Danny:
It's okay.

David:
So speeding up the sales process: one thing we hear about all over the place is the typical sales process: which, in a lot of regards, takes a long time. You're looking at nine months, 12 months, 18 months.

Danny:
Yeah, it could be super long.

David:
So if you were to be able to reduce that say by a couple months, well, what does that mean to your cash flow? What does that mean to your organization's state? That's where it's important. It's not just, "Yeah I want to speed it up because I want to close the deal faster," but that overall impact to your organization: and that's why it's really mission critical. So when we're looking at speeding up our sales process, it's creating that repeatable process. Things you can do a thousand times versus a thousand things you can do one time.

Danny:
Yeah, well that's a good way of putting it.

David:
Let's standardize that follow-up process. Follow-up is huge. So you can have your very interested lead or prospect come in, and they get that first phone call, and then they drop off the face of the Earth. Well, you've experienced it. Life happens, things get busy.

Danny:
Totally.

David:
Priorities within your organization change. So it doesn't mean they still don't need to find the solution to their problem, but now you just need to remind them that "Hey I'm still here, I'm still here."

Danny:
Yeah, exactly. Well there's a stat in the real estate space that talks about, and don't quote me on it, but it's something like there's an 80% chance that the first person to get back to you, if you're looking for a realtor, you're likely to go with that person just because they're providing that information to you quickly, and it kind of helps to T-up the relationship.

David:
Yeah, exactly. I mean we can list off some great stats, so I want to include some in the show notes because the data is there and available. But like you said if you're going to be the fastest, the first person, people have things to do and when you're the top of mind when they're reaching out to you, that's when the person is going to be most receptive.

Danny:
Actually, that's a great point. To that point too, if you think about it, it was fast before. We wanted our information before, but now we are so predisposed to having it instantaneously. It's super critical that you have to be on top of your game and have to be getting back like clockwork.

David:
Yeah, exactly. I mean,