Moving Timelines · True Sales Pro (Free Group)

Michael Dunlevy

2d • General Discussion

Moving Timelines

We move timelines all the time in our lives lived.

Sometimes all it takes is a question, an opportunity presented, a new thought or even a challenge...

5 minutes ago we thought we'd do something in 2 weeks...

Now new information is revealed or a question asked gives us a new clarity...

Now we're ready to go right now!

The example I gave to my students on yesterday's coaching call was this:

- I say "I want to start boxing in the new year"

- My friend replies "I'm actually going to my boxing class in 45 minutes and they have a spare space... Come with me now and I'll introduce you to the trainer and it'll be a fun thing to do together!"

- I reconsider, can't think of a good excuse, it sounds appealing and I now realize I don't need to wait 6 weeks to begin... Moments later I respond "sure, let's do it!"

In this overly simply example we just condensed timelines from 6 weeks to 45 minutes.

We can do this on sales calls too.

We can move "weeks / months / years away" from deciding / being ready to "now on this call today" (on it all lining up).

And we should do this on sales calls when appropriate.

Why?

Well it can appeal to their self interest in many ways based on where they're at, where they want to go and all the factors that are in play.

To be clear though, at no stage do we move into pushy / convincer / pressuring mode when doing this....

It's their journey and their decision...

We simply ask questions and they answer (and we challenge / clarify their answers as needed) and we land where we land...

I broke down step by step the approach I use with my students on yesterday's call in the paid group training program and no doubt many will roll that out into their calls today.

And from this better conversations, more sales and increased changes and transformation (for the prospect) no doubt will come.

And that's why we do what we do!

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