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there is only one thing only one thing that can make your deal go faster and that is the needs do they need it now if the house is burning you will sell the fire extinguisher straight away if the house is not burning well then it becomes much more difficult think of selling an insurance so what you need to try and figure out is that where is the need and is that neat urgent if I ever would do with you a pipeline review I will ask you two questions why will your prospect buy it now if you cannot answer me that question you're in trouble because I know you either have a fridge deal that means a deal that's endlessly going to stick in the pipeline or you basically have a deal that's gonna go nowhere second question will ask you is what's the next step but that's for later so let's go back to that neat can you force a need no but you can tell your story in such a way that they get inspired that they get internal pressure you cannot put pressure on a customer that doesn't work if I tell you what to do you're gonna go back up it's human behavior so what you're gonna do is you're going to use several methodologies or many many methodologies to do it where basically you're going to tell them listen somebody else is eating your lunch you will pay attention or you say stuff like I was with company X and their biggest problem was one to tree and actually what you're doing is you're talking about their problems so the very typical approach what some call the challenger's sale the provocative method would be to say this is your problem and then you deepen the problem you have to be really careful with that because this really works well on executive level go down you're really way too provocative and people who look back off so the way I do it is I do it in a more gentle way depending on where I am I will actually try and figure out with three to four questions no more this is not an interrogation you have to show your expertise so you ask three four questions and then basically I would say how would you solve it currently and then they'll actually tell you an essay but by friends it's not gonna work because of that reason and that reason and that reason and then you say let me show you how it could work and what our methodologies or what our customers why they are happy to work with us you see so you have a pretty provocative and you have a lighter way but they kind of come down to the same thing just remember you need to be able to answer the question why now the need is the one single thing that will make your deal go faster and there is a nice word for that it's called pipeline velocity so you better increase the speed of your deals