Timing is Everything
I had a call yesterday from a software company, I am on their list as a premium customer as I purchased a lot of product a 18 months back. They had phoned at least 3 time and before they finally caught up with me. It has become a bit of a game now as I recognize the style of the pitch and I know what is coming next.
The sales guy is well versed on the product and was reading the specs out and I have to say I was a little tempted by the offer. This was 4 software packages that would have upgraded my image software, the DTP, Drawing & Cad plus new movie editing.
Then cool sense reason and reality came in, the Christmas credit card bills will be here soon and did I really need new software. I have it already all be it older versions and I do not use half the facilities on those.
The sales guy made lots of offers to swing the deal, 60 day trial, free software bundle to keep even a scheduled payment on the credit card. When I said no he was surprised, ” O come on make my day you know you want it”. I did feel for him he could feel his commission slipping away.
“So what is the problem is it too expensive” he said
“No the price is fine I just do not need it at this time.” I replied.
What he did not get and I think many companies miss is that you have to have the right product in front of the right person at the right time. When I need the new media software I will buy it and the price will not be the main deciding factor.
Timing can be the most important aspect of any sale.
