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Why Some Sales Take Days and Others Take Months!
Description
Is waiting six months to close a deal too long? The answer depends entirely on what you are selling and who you are selling it to.
1. Simple Sales (Short Cycle)
* The Product: Cheap, easy to understand, and low risk.
* The Buyer: Usually just one person.
* The Verdict: These should close fast. If a simple sale takes six months, something is wrong with your process.
2. Complex Sales (Long Cycle)
* The Product: Expensive, high-risk, and complicated (like software systems or corporate consulting).
* The Buyer: A "committee" of many people (legal, IT, finance).
* The Verdict: A six-month wait might be normal. These deals take time because the company has to manage internal politics and reduce the risk of making a mistake.
The Bottom Line
If you’re frustrated by how long a deal is taking, first check the "stakes." If it’s a high-priced corporate deal, be patient. If it’s a small, basic product, it might be time to diagnose your sales process and find out where you're losing people.