How many human endeavors can you think of in which timing is critical? In the world of sports alone, examples are endless. Hitting a baseball. Completing a forward pass. A distance runner’s decision about when to launch the final kick. A jockey’s decision about when to make the big move.
Get the Sales Timing right, and you win. Get it wrong, and you lose.
A sale is no different. If you look at the Action Selling process in a certain light, you’ll see that the entire sales system is built upon the importance of Sales Timing. “Sell the salesperson before selling the product?” That’s about timing. “Help the customer make five key buying decisions in the proper, natural order?” That’s about timing. The Nine Acts, and our insistence that you follow them in the right sequence? Timing.
Every bit of the Action Selling process exists in order to lead you to the point where the sales timing will be exactly right for you to ask for a customer’s commitment. That’s why it is vital to trust the sales process—and to follow it, despite distractions…
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).