Timing

Buyer Level of Receptivity

Knowing when to approach the customer is just as important as knowing what the customer needs.

The Two Times You Can Sell

Understand buyer response modes to improve sales timing and save many hours in client interaction.

The Two Times You Can't Sell

When the time to sell isn't right, what do you do?

The Itch Cycle

Tom Hopkins tells why you should go for repeat business just before your customers get the buying itch.

When "Not Now" Means "Not Ever"

When does a customer's "Not now" really mean "Not ever"? Graham Denton provides insight on just how much postponement you should accept as reasonable.