Regardless of your industry, every customer has a sales cycle--the process of making a decision and buying a product or service. Whether it's one day, 30 days, or a half year, understanding how long it takes your customer to make a buying decision and act is essential in the sales process. Like a game of chess, keep your client motivated to take the next step toward making a purchase. Stay engaged and deliver an appropriate level of information and contact for the buying stage.

For example, at the beginning, you may need to do more general education and then get into more specific detail as the prospect gets ready to make the purchase. In addition, ensure your supply chain is organized and ready to meet the demand and target price. "You need to always be self-aware of why that person is buying from you," he says. "It allows you to know where you are on the topography of getting to the finish line."

Published on: Feb 12, 2017