The dirtiest 4-letter word in sales

The dirtiest 4-letter word in sales is:

Time

Time is experienced in many forms. Knowing which “time” matters to your prospect makes a big difference.

Here are three to consider:

1. Time (sequence) – organizations are moving toward goals and aligning resources – knowing & prioritizing where you fit in the sequence of events (timing) is key.
2. Time (bandwidth) – organizations are overwhelmed from disruptions – knowing how to help and/or navigate their bandwidth constraints (time pressures) is important.
3. Time (endings) – Dan Pink’s research showed us that “ends matter.” People like to wrap things up – end of week, month, quarter, year are not just quota-driven – it’s a human thing.

The takeaway:

Time (or timing) matters.