Selling is All in the Timing

Posted by Dave Kurlan on Mon, May 09, 2011 @ 09:05 AM

A business golfproud 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 arranged a 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 the Baseline 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.

Topics: Dave Kurlan, sales process, sales management, sales effectiveness

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader