Paul lays out how to shorten the lead time from initial contact to closing.

Show Notes 

Make sure you are communicating directly with the person who has the money and can say yes to your solution. Don’t rely on a middleman to sell your solution for you.

Amidst all their other commitments and priorities, you must remind the customer of the need for your solution.

When a buyer feels more pressure to buy your solution, that will speed up the timeline.

Create a gap between the buyer’s needs and the competitor’s solution.

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