--- title: The Real Key to Speeding Up Sales | The Sales Blog description: We all are interested in speeding the sales process. There is a school of thought around sales that suggests you should do everything in image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/speeding-highway.jpg --- ### [Now booking SKO meetings for 2026/27! 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The idea has merit in that it generates revenue sooner rather than later, something that benefits salespeople and their company. It also helps the client generate the better result they need sooner, and there is no benefit to pushing those results into the future. But the idea of compressing the time by shortening the sales process is problematic. It provides the idea that all one needs to do is shorten the time they spend in each stage to move deals forward in time. The conflict here is that it isn’t the sales process that one should be most concerned with compressing. Instead, the speed in the process comes from helping the buyer do all the things they need to do to be able to move forward. This is what is at the heart of [The Lost Art of Closing](http://amzn.to/2hXXgCx), a book with a title that doesn’t accurately reflect the contents of the book. The way to move faster is to do a better job making sure your dream client makes all the commitments they need to make along that path. There are generally ten commitments that include, 1) the commitment for time, 2) the commitment to explore, 3) the commitment to change, 4) the commitment to collaborate, 5) the commitment to build consensus, 6) the commitment to invest, 7) the commitment to review, 8) the commitment to resolve concern, and then, 9) the commitment to decide. The tenth commitment comes after the deal is sealed when the client and you both need to execute. The way to [speed things up](http://thesalesblog.com/2016/04/17/velocity-speed-results/) isn’t to try to work through the stages of the sales process faster. Instead, you must help guide your dream client through all the things they need to do to be able to buy, most of which they may be wholly unaware. Speeding up your side causes the kind of problems that slow things down or cause you to lose. Helping the client, however, speeds things up. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2018](https://www.thesalesblog.com/blog/tag/2018) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on April 10, 2018 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:35:32 PM", "datePublished" : "2018-04-11 00:00:58", "description" : "We all are interested in speeding the sales process. 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