Timing is Everything Tweet

March 24, 2011

We’ve all had accounts that we thought were a done deal, only to be disappointed at losing it to a competitor during the last hour.   When this happens, it can be difficult to understand.  The presentation was perfect, the solutions were exactly what the prospect asked for, and even the decision maker was in attendance.  How could we have not won this account?  Simple…timing.

Similar to sports, timing is everything in sales. If your timing is to early, your competitor will pick you off and close the deal.  If you get in the game too late, then you never had a chance to begin with.  Even with uncovering the perfect timing, executing your knowledge during game time is the only way to achieve success.

Early in the sales cycle, always be sure to uncover the decision makers and the complete decision process.  Then, most importantly, apply this knowledge to set yourself up for victory. 

For example, if you know you and your competition will all be presenting to the decision maker at an account before a decision is made, then find a way to ensure that you are the last one to present.  By securing this timing, you put yourself in a position to close the deal on the spot, rather than having to risk losing it to your competition.

Even when your competition isn’t involved, prospect’s will present situations that require you to always be conscience of your timing.  For example, if you have built a relationship with a prospect and they have become your coach, then strike while the iron is hot and have them help you get the account now.  All to often, contacts at accounts will change positions or change companies without any notice.  If you wait to long, you may be out of luck.

Outside source can also keep you updated on the best times to attack a prospect.  For example, you’re reading your city’s monthly business journal and notice that a large potential prospect is moving to a new, modern location across town.  This is the time to strike.  This knowledge of their business gives you the ability to design a grabber statement surrounding the info and present it when prospecting the client.  This will keep you relevant, and keep you interesting.

In sales, timing is everything.  Use your creativity and the knowledge you uncover throughout the sales process to put yourself in a position to strike at the perfect moment, close the deal, and leave your competition in the dust wondering what happened.

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