HomeBlogClosing The Deal Quickly

We Got A Deal

Published May 14, 2010
Signing a Contract
Image credit: kitieas4

I send out a lot of estimates and proposals, it is part of what I do everyday. And honestly, we close a nice percentage of those deals, even though I am a horrible sales man. Some of those deals close quickly and some close after over a year after first contact. Why do some deals close quickly and some take years to close?

This week we closed two deals, one was about 5 months of meeting and demoing, while the other were two 10 minute phone calls. Both deals were substantial in dollars, both deals were important to the organization, but one took less a few hours to close and the other took months. Why?

I don't know the answer but I am sure there are many factors. I will list some but if you know of other's do share below.

  • Project Price
  • Organization's cashflow or investment capital
  • How important the software is to the organization
  • Will processes within the organization change
  • Nature of decision maker
  • How quickly does it need to be live

Why do you think some organizations make decisions quickly, while others can take months or even years?

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Barry Schwartz is the CEO of RustyBrick, a New York Web service firm specializing in customized online technology that helps companies decrease costs and increase sales. Barry is also the founder of the Search Engine Roundtable and the News Editor of Search Engine Land. He is well known & respected for his expertise in the search marketing industry. Barry graduated from the City University of New York and lives with his family in the NYC region.

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