A recent study by QSR magazine, the trade magazine serving the fast food industry, revealed the speed of service in drive-throughs has gotten 11.3 percent slower over the last couple of years, slowing from 203.3 seconds down to 226.3 seconds.
But it appears that slower service comes with a silver lining… that same study revealed that along with the slower service came a 3.2% improvement in order accuracy.
Have you ever considered that those same dynamics might impact your selling cycle? In your haste to capture an order, you may be missing some greater opportunities and not doing the best possible job for your clients.
Your clients can sense when you lack confidence or fear not making the sale. Trying to rush the sales cycle is one of the symptoms they link to fear.
The one-call-sale not only leaves money on the table, it often fails to correctly identify your client’s objectives, thereby missing their goal, and more importantly, missing the renewal.
The fast one-call-close might satisfy your need to make your budget. But slowing down to learn more about your client’s business, and their competitive situation, will inevitably result in helping your advertisers achieve their budgets. Better pre-call preparation, questioning and more research, over a series of meetings to advance the sale will inevitably lead to better service, better results, and more solid annuals.
“It’s better to be slow and careful in the right direction than to be fast and careless on the wrong path. Be sure that you are on the right path before you begin to take your steps!”