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Bridging the Grand Caynon DIVIDE

8 Components of Sales Management

Establishing Sales Comp Plan

Strategic Account Management

Territory Management

The Rule of 3

Reclaiming Former Clients

Ways to close the sale

Rahal Consulting Acquires SALESMARK

Important information about your health you should know

New Market Development

8 Core Growth Initiatives

Ingredients You Need to Create Value for Your Customers

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A new way to close the sale: Align the “buying cycle” with the selling cycle

It’s a universal challenge for salespeople of any type—getting the prospect or client to make that all-important decision. Despite the calls, the meetings and the ask for the business, you and your team still may be asking, “What’s it going to take for this client to commit?” What’s it going to take to close this sale?”


The answer is simpler than you think, and it lies not just with the customer’s willingness to buy. Rather, the way to close a sale involves one fundamental—but often never-discussed—concept:

No sale can ever be made until the buying cycle

and the buying process
are totally aligned with the selling cycle.

Sure, salespeople are known to jump through hoops trying to make the sale. But unless you fully understand all components of the buying cycle, the buyer’s psyche and the buying process, the sale will linger and the decision will be delayed.


What’s more, if you work the sales cycle independently of the buying cycle, you only create conflict, inaccurate expectations and frustration. That goes for the salesperson and, at times, your company.


Know your client’s motivation


Uncovering your prospect’s pain and need is important. However, the final decision (and resulting sale) can’t happen until the sales rep fully understands all four elements of the buying cycle:

  1. How the prospect thinks
  2. The role and responsibilities of the decision maker
  3. The prospect’s decision-making criteria
  4. The prospect’s decision-making process (timing, who is involved, mechanism of the process, etc)


This insight gives you everything you need to move forward in the process:


Try it yourself: Get to know your prospect’s motivation, responsibilities and decision making process. When you uncover these details, you can establish a more effective dialogue — and that will help both parties understand each other better. And that will enhance your sales process.


Rahal Consulting can help you move to the close more effectively. To find out more about how to align the buying cycle with the selling cycle, contact Joe today:



This information presents a sampling of Rahal Consulting’s philosophy and approach toward sales and business development. With extensive and successful business experience accrued over numerous engagements across multiple industries, we are poised to help business leaders prepare for the future.


Rahal Consulting seeks to initiate a dialogue with business leaders and to objectively assist in the development and implementation of growth strategies and tactics.


To initiate a more in-depth discussion and for additional information, please contact:


Joe Rahal

Boston, MA


Rahal Consulting

Successfully accelerating the performance of sales organizations