Skill vs. Timing For Successful Selling
I saw this post on Reddit recently where the poster asked this question:
This question really got me thinking. I spend the majority of my day calling people to tell them about my service and what we can do for them. Getting some insight into how people purchase is extremely helpful for me and could help guide me in how I reach out to people.
Here are some of the responses:
As you can see, the answers varied a bit, but not by much. The consensus was that selling is a combination of reaching a prospect at the right time and when the time is right using your skill to educate the customer, show them your product/service, and closing the deal.
This was interesting to me. As an account manager myself, I can easily get stuck in the mindset that I should be closing everyone I talk to, but based on these responses it seems as though this isn't the right tactic.
If a prospect’s initial interest is based more on catching them at the right time — when they are interested or thinking about a problem your product/service can solve, then I should be trying to reach out to as many people as I can everyday. This would increase the chances of me reaching someone at the right time.
After I start conversing with the people I do catch at that “right time” I would then use the skills I have learned to educate them, do a proposal, and close the deal. This means I shouldn't spend much time at all chasing prospects or worrying about not being able to convince someone to talk to me.
According to this Reddit post, if the timing is right a prospect will be more apt to speak with me initially, and when they do I can have a quality conversation with them about what I do and how I can help.
Until next time,
Author of “Shut Up & Sell: A Confessional”