Sales cycles are stretching. Prospects are ghosting. Decisions drag out for weeks—or months.
Sound familiar?
If you're stuck in long, unpredictable sales processes, you're not alone. But here's the good news:
You can speed things up—without applying pressure—by tightening your process.
Let’s break down how Sandler-trained sellers shorten the sales cycle without rushing the buyer or compromising the relationship.
The Real Reason Sales Cycles Drag On
Most salespeople think buyers take a long time because:
They’re indecisive
They need internal approvals
They’re “just not ready yet”
But here’s the truth: Sales cycles drag because key steps are skipped or skipped over too quickly.
When sellers don’t:
Uncover enough pain
Set clear expectations
Identify the decision-making process early
…things stall.
The Sandler Way: Slow Down to Speed Up
At Sandler, we teach that slowing down the front end of your process accelerates the back end.
Here’s how to do it:
1. Set Up-Front Contracts Every Step of the Way
Up-front contracts (UFCs) are verbal agreements about what will happen in a meeting before it begins.
Example:
“Let’s plan to spend 30 minutes today. At the end, we’ll decide if it makes sense to keep talking or not. Sound good?”
Why it works:
Removes ambiguity
Eliminates awkward follow-ups
Puts both parties on equal footing
A clear path forward is the fastest path to a decision.
2. Stop Skipping Qualification
The biggest time-waster in sales? Presenting to unqualified buyers.
Before you pitch, confirm:
Pain: Is there a real, personal/business problem to solve?
Budget: Can they invest in fixing it?
Decision: Do you know who makes the decision, how, and when?
When these are unclear, deals stall—or disappear.
3. Replace Follow-Up With Clear Next Steps
Stop saying, “I’ll follow up next week.” Start saying:
“How about we book a time now to review next steps—what works on your calendar?”
Creating momentum is about mutual commitment, not chasing.
4. Don’t Confuse Activity With Progress
Lots of salespeople stay busy with emails, calls, and proposals—but busy doesn’t mean progress.
Ask yourself after each interaction:
“Did we move closer to a decision—or just have another conversation?”
If it’s the latter, it’s time to get real about your process.
5. Disqualify Faster
Great salespeople aren’t afraid to walk away. Why?
Because spending 60 days chasing a no is worse than 10 minutes qualifying a maybe.
You speed up your pipeline by clearing out the dead weight—and focusing on real opportunities.
The Bottom Line: Clarity = Speed
When your sales process is built on assumptions, deals stall.
When it’s built on mutual agreements, real qualification, and clear next steps?
Deals close faster—and with less effort.
