That?s right! Whose is longer?? Who has a longer sales cycle?! It isn?t really just about the length (although I hear that very often it is?.) but who has it worse ? whose industry is more specific and selling more difficult?

I was inspired to write this article by a certain discussion. Actually, it was like many other discussions I?d heard. In fact, I hear them every day. Maybe the number of such discussions inspired me.

When I work with salespeople, I can almost be sure that someone is going to raise this subject in a moment, they usually start: Because where I work it?s all different? and then follows a series of arguments which demonstrate what a specific industry it is, how difficult the clients are and why you need to sell differently than anywhere else.

Well? not really! Because in our industry? – follows from the other side and the comparing begins. Whose is longer?I mean the sales cycle, of course.

It seems that ?in our company? the standard selling techniques don?t work, customers are more demanding, the area is specific, products and solutions are one of a kind and the services are totally unique. Because ?in their company? the selling actually happens by itself. It?s a sure-fire hit. Customers make buys without any help etc. ? If ?we? sold what ?they? are selling, then it would all be easy? even with our eyes closed.

Everybody likes to feel exceptional, different. Here?s a question though: How does this uniqueness differ from other ?uniquenesses?? How is selling in one area different than selling in other areas? If we break down the selling cycle into details, putting aside the content (product, solutions, services) and leaving only the form – will we find any differences? Where will the uniqueness be?

Of course, some people could say that a good salesperson can sell anything. Others could claim that a software salesman, for example, will never make a good insurance agent? Because if supposedly you have to be born a salesperson, then it follows that you also have to be born a salesperson in a specific area?

Very often we ourselves are buyers (customers). We feel unique, different than the whole mass of consumers in those moments, don?t we? Aren?t our needs specific? Don?t we need to receive exceptional customer service and special treatment? And in the end, when we satisfy our specific needs by buying ?something? unique, how much does that ?something? differ from millions of ?somethings? bought by other people/companies?

So how is it then ? are we different or are we the same? And what about sales ? is it different in each area or is similar after all?

But of course I know it may be different in your company?

So, whose is longer?? The sales cycle, of course? :)