Thoughtful Thursdays – It’s about timing
Some will have you believe that timing is everything. I am not sure it is everything, but it is certainly important in the sales process. Knowing the timing is a good way to shorten your sales cycle.
When working with my clients and helping them with their sales targets, one of the first topics in the conversation covers what the next step is and when is it going to happen. Not knowing the timing is a sure way to lengthen the sales cycle.
Every meeting should lead to the next with an action plan, deliverables and timing.
The next time your customer says that they will be sampling your product, ask them for the timing. When exactly will they be looking at it? By knowing the timing, you can plan your timing accordingly for follow up and as a result make the best use of your most valuable resource – your time.
Good selling,
Richard
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