Based in Washington, Ross is a general manager of a food safety company. His musings explore life, work and every moment in between.

Sales is about relentless efficiency. Velocity matters.

Sales is about relentless efficiency. Velocity matters.

When a buyer and a seller come into contact with one another, the goal is the same: the minimum amount of interaction necessary to establish credibility so they may do business. Neither of these individuals want this to drag out; they both care about the velocity of the transaction. The time in which a relationship is made to the doing-something-about it phase matters. This time is a narrow window to show the potential client they matter.

When we take our time providing a quote, making the situation to complicated, or asking the client provide unnecessary data to get one, we’ve shown them they are not a priority – that they don’t matter. When we sign a client and wait for it to be convenient for us to setup, we’ve shown the client that they are not a priority – that they don’t matter.

The velocity in each interaction in the sales cycle matters. Sales is about relentless efficiency. Find that efficiency. Focus on that velocity.

P1 = P2 - I

Perceived Value