Why Speed Wins: How to Sell Faster Without Being Pushy
Slow deals stall and die. The longer your sales cycle drags, the less likely it is to close.
Prospects go dark. Priorities shift. Budget disappears.
But here’s the challenge:
Speed up too aggressively, and you risk sounding desperate. Move too slowly, and you lose momentum.
Top sellers know how to thread the needle.
They move fast without rushing.
They create urgency without pressure.
They close quickly without sacrificing trust.
Let’s break down how they do it.
Why Long Sales Cycles Kill Deals
Most deals that drag out don’t end with a “No.”
They end with nothing. Silence.
No reply. No next steps. No budget approval.
Why? Because most reps:
❌ Let the buyer control the timeline
❌ Wait too long to clarify urgency
❌ Confuse activity with progress (emails ≠ movement)
The harsh truth?
Deals that linger lose energy. And energy drives outcomes.
How Elite Sellers Create Momentum Early
Top performers don’t leave next steps to chance.
They set the tone early and keep things moving.
Here’s how:
Anchor to a business outcome – Not just “we want to help you save time,” but why that matters to their bottom line.
“If we could reduce processing time by 30%, what would that free up for your team?”
This ties your value to something measurable—and time-sensitive.
Use micro-closes to guide the process
Great sellers don’t just ask for the close. They ask for commitments along the way.
“Can we get [X stakeholder] on the next call?”
“Would it make sense to review pricing on Thursday if this looks good?”
Each step builds momentum and keeps the deal moving forward.
Create urgency without being pushy
Urgency doesn’t mean pressuring the buyer. It means clarifying what’s at stake.
“What happens if this problem isn’t solved in the next 60 days?”
“When would you ideally like this solution live?”
Those questions do the nudging for you—without sounding like a closer on commission.
The Speed Formula: Fast, Focused, and Buyer-Centered
If you want to close faster, here’s the formula:
Align to outcomes
Get micro-yeses early
Clarify timing without pushing
Set next steps before the call ends
Follow up with intent, not just reminders
It’s not about hurrying. It’s about helping the buyer decide faster, because you made the path clear.
Speed Wins—But Only When It’s Earned
Rushing = pressure.
Momentum = progress.
And buyers can feel the difference.
So ask yourself:
Are you sending follow-ups just to “check in”?
Or are you guiding the deal with purpose and urgency?
The best sellers create momentum.
What’s your go-to move to keep a deal from stalling out? Drop it in the comments—I want to hear your best momentum-builders.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
