Time Warp

Posted by Doug Davidoff

May 28, 2009 10:22:39 AM

time-warpThere is a very interesting difference in the urgency that exists in any buying/selling iteration.  Here's a general rule I live by:

  • To a seller, a day feels like a week and a week feels like a month.

  • To a buyer, a day feels like an hour and a week feels like a day.

As a seller, it's important that you clearly communicate expectations and the process that you follow (assuming, of course, that you follow a process).  The best way to make a week feel like a month to a buyer is to get the buyer understands the consequences of not buying.

Topics: B2B Sales Strategy, Sales Training/Coaching