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Selling Is All in the Timing

Guest post by: Dave Kurlan

Article Overview: When it comes to selling, you can have all the ingredients, but if you don't follow the correct order, you could end up going astray.

Selling Is All in the Timing

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

Aproud salesperson wrote to me and shared how well his next big opportunity was teed up.

• He had an introduction in to the company.
• He knew they liked golf and arranged to play.
• He had arrangeda tour of their products in use at a company similar to theirs.
• He had a meeting scheduled with their team.

It all looked very impressive - except for one thing...

The sequence was not ideal...

I suggested that the sequence be modified to coincide with their sales process:

Golf builds relationships so that occurs when Getting to 2nd base (of theBaseline Selling model).

The tour compliments a presentation of capabilities so that occurs while Running Home.

The scheduled meeting is really their first formal meeting and should be used to identify compelling reasons to buy and build SOB Quality - so that too takes place on the way to 2nd Base.

So the meeting sequence should be:

• Golf
• Meeting with the team and Reach 2nd and 3rd Bases
• Tour of the Client Site as one part of Running Home
• Score.

Selling is like cooking.

In this case we had all the right ingredients but in the wrong order - and when salespeople do things at the wrong time, those things are much more difficult to leverage. Effective Selling is all about doing specific things at specific points in time. Outcomes are in direct relationship to a salesperson's consistency of application and timing. They get it wrong and they'll usually get the wrong outcome. Get it correct and they'll usually get the desired outcome.

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Article Tags: cooking, sales, sales tips



Related Forum Posts
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.
Business magazines - Fast Company is pretty good if you're into technology although it can be very on the edge. Entrepreneur has become one giant advertisement and I cancelled my subscription. Selling Power also has some useful content if you're looking at improving your sales skills / presentations.
Re: Newbi here - thanks for your responses guys.. I really appreciate it. Well, I have learned from realhomebasedsuccess dot com that there are home based business opportunities and ideas that could be our option such as: -Selling Goods or Providing Services Online -Making Money through Direct Marketing -Becoming an Affiliate Marketer -Getting Paid on a Click Thru but I was thinking which is the best one and most effective in terms of generating consistent Ongoing Profits. What do you think? do you have any insights?


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