Recognize Timing

When we're in front of a potential client, there is a point when we reach a determination of whether or not the client is truly a potential buyer at the present moment.  In many cases, a potential client will always be a potential client.  But as is the case with most things in life, timing is everything.  Once you reach a determination that the timing is not right, and the client is not in a postition of interest at that time............it is in everyone's best interest that you conserve time and move on.

The only thing worse than spending time in a situation that will not produce business, is spending additional time scratching and clawing to make something out of nothing.  Everyone's time is extremely valuable.  There is no sense in wasting your time, or the clients time, in a situation where progress cannot be made by either of you.

Suspending your efforts in a polite way out of respect of time is something that will always be appreciated by your clients.  Sensitivity to time and the situation at hand is generally noticed and remembered, and will allow you future opportunities with these clients as opportunities arise.  There is absolutely nothing wrong with pointing out that this is not time well spent by either party, and identifying that you wish to stay in touch and continue these conversations when the timing is more appropriate down the road.

This falls into the category of "it's not all about you."  As salespeople, we all have an agenda that we would like to achieve.  We get lost in trying to accomplish our agenda, and too often forget that it is our job to help the clients achieve their agenda..........not ours.  It's evident when we dig too deep to sway the situation back into our favor, and it rarely works to our favor.

Recognize when the timing is not right, identify that you wish to stay in touch, and move on.  Your clients have more important things to get to, and you have new opportunities to pursue.  Your opportunity to present real value will come.  Stick with it.

**  Today I gave a presentation in a conference room with floor to ceiling windows overlooking an unbelievable view with the backdrop being the "HOLLYWOOD" sign.  This is familiar picture to me, but always from TV and pictures, but so familiar that I felt like I've been there before.  Yet it's always been set apart in my mind as a paradise or a fantasy land.  It raised this question to me:  "for the people that sit here everyday and see this view as normal life, what is their fantasy land?"  It's likely not my hometown.