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Is Your Sales Cycle Too Long???

Sales cycles get long when you chase the wrong people, don’t qualify well, or have no real process. Want to close deals faster? Qualify smarter, ask better questions, and follow a repeatable process that keeps things moving. Get focused, stay consistent, and MAKE SALES HAPPEN!

Let me guess: You’ve got deals sitting in your pipeline like leftovers in the back of the fridge. They’ve been there so long, you’re not even sure if they’re still good. In fact, you’re pretty sure they’re not, but you just can’t “throw them in the garbage.”

You’re not alone. One of the most common complaints I hear from salespeople is, “My deals take forever to close.” And while sometimes the customer really is moving slowly, more often than not, it’s because the salesperson is.

Sales isn’t rocket science. If your sales cycle is too long, there are fixable reasons why – and we’re going to fix them.

1. Why Sales Cycles Drag On (and Why It’s Killing Your Numbers)

A long sales cycle means fewer deals closed, slower commission checks, and a higher chance the deal disappears. Here’s why it’s happening:

  • You’re spending time with people who can’t or won’t buy
  • You’re not uncovering urgency
  • You don’t have a consistent process to guide them through

And most importantly?

You’re not driving the process – your prospect is.

That has to change.

2. Qualify Like Your Commission Depends on It (Because It Does)

Here’s the brutal truth: Not everyone deserves your time.

If they’re not the decision-maker, don’t have a budget, or aren’t experiencing a real problem? Move on.

Good qualification includes:

  • Authority: Can they make the call?
  • Budget: Can they pay what it’s worth?
  • Need: Do they actually need what you’re selling?
  • Timeline: Are they looking now, or just “gathering info” for next year?

You’re not in business to give free consulting. You are not a proposal machine. You’re here for measurable and sustainable sales increases. So stop hoping unqualified leads will turn into buyers. They won’t.

3. Use a Proven, Repeatable Sales Process

If you don’t have a clear sales process, you’re winging it. And when you wing it, you lose control.

A good sales process will:

  • Give structure to your meetings
  • Help you identify what stage the deal is in
  • Make it easier to move prospects forward

If your team doesn’t have one, build one. If your company has one but you ignore it, start using it. Consistent & effective prospecting solves 50% of all sales problems, and the other 50% is having a repeatable process.

4. Ask Better Questions, Listen Actively

This is the magic. Want to shorten your cycle? Start asking questions that get to the heart of the problem.

Examples:

  • “What’s stopping you from solving this now?”
  • “How does this impact your goals?”
  • “What happens if you don’t make a change?”

And then? Zip it. Listen. Let them talk. Really listen. If you ask the right questions, and listen actively, your prospect will tell you everything you need to know in order to help them choose to do business with you.

5. Control the Follow-Up Like a Pro

Here’s where many deals die: they’re left to wither in a vague follow-up purgatory.

Instead:

  • Always schedule the next step before ending the current call.
  • Use calendar invites, reminders, and mutual action plans
  • Don’t just “check in.” Have a reason to follow up

You’re not being a pest—you’re being a pro. Keep things moving, or they’ll stall.

6. Stop Selling to Everyone

You are not for everyone. Your offer is not for everyone. And if you try to sell to everyone, you slow everything down.

Instead:

  • Get crystal clear on who your best-fit clients are (Develop an ICP – Ideal Client Profile)
  • Focus your energy on high-probability opportunities
  • Don’t be afraid to say “no” or walk away

Sales is a game of making things happen. If you spend your time on the wrong people, you’ll never win.

Fun Fact & Expert Insight

Fun Fact: According to InsideSales.com, 50% of sales go to the first vendor to respond. That means speed isn’t just nice—it’s your advantage.

Expert Insight: HubSpot reports that salespeople who follow a structured sales process are 33% more likely to be high performers. That’s not a coincidence.

FAQ

How do I know if a prospect is worth pursuing?

If they have authority, budget, a clear need, and a timeline—they’re worth your time. If not, they’re not a prospect—they’re a distraction.

What should I do if a prospect keeps stalling?

Call it out. Ask them what’s really holding them back. If they can’t move forward, put them on a long-term nurture path and move on.

How long is too long for a sales cycle?

That depends on your industry, but if your cycle is dragging longer than your average deal time and you’re losing momentum, it’s too long.

Should I push for urgency?

Not with gimmicks or lies. But you should uncover why acting now benefits them. If there’s no urgency, it’s a red flag.

What if my company doesn’t have a sales process?

Create your own. Even a simple 4-step plan beats guessing. Structure leads to speed.

Conclusion

Long sales cycles aren’t just annoying—they’re expensive. They cost you time, energy, and momentum. But they’re fixable.

Qualify hard. Ask smart questions. Use a real process. Follow up with intention. And sell to people who are ready to buy.

Do that consistently, and you’ll stop chasing and start closing.

 

Want to shorten your sales cycle and start closing faster, better deals? Let’s talk: www.jgsalespro.com/contact-us

Sales is a game of making things happen, so get out there and MAKE SALES HAPPEN!