Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

TIMING

I use to get into discussions with my managers about timing and how they felt that I was not asking the right questions or that something was wrong in my process. Being who I am, I would always challenge back in a polite professional manner and talk about timing: “It’s not the correct time yet for XYZ.”

Here is the sad truth: no matter how great you are in sales or how bad you are in sales, it always boils down to having the correct decision maker, a great value-based message, and perfect timing. No matter how hard you push or leverage any selling techniques, until the stars are aligned and the timing is correct for the prospect, it will be very hard to sell to that prospect. Some of you may disagree and be the exception to the rule, but ...