Get Outta My Face!

T Bird Flying | Credit: Ted Buckenham

Her Ladyship and I were married eight years before we had kids. We dated six years before we got married. We enjoyed some great years together and were ready.

On valentine’s day 1984 we learned we were expecting. We were so excited. We went to classes, spent weekends shopping for nursery stuff and read every book we could find on childbirth and raising kids.

One September morning Peggy shakes me. She says, “something is going on. I think it might be time.” We weren’t due for another three weeks. I told her it was false labor and to relax.

Three hours later I was holding a baby girl with blond hair. She was born exactly like she lives her life, full out, take no prisoners, get out of my way, I’m in a hurry, let’s get moving. Clearly, I was wrong on the false labor. I set speed records driving to the hospital but that’s another story.

About twenty minutes before she was born a nurse walked into our room. She took two fingers, lifted her gown and did some sort of measurement. Then she bent down, looked closely and said, “I see some dark hair. Looks like a brown haired boy to me.”

I bent down to my wife’s face. I brushed back her hair and said, “how about that honey? A little boy.” She responded, “Get Outta My Face. I can’t breathe.”

Let me tell you something. When a woman is in speed delivery mode, doing full out natural childbirth…it’s the wrong time for sweet talk. I’ve never ducked so fast.

I have a very successful business pal. He says, “give me timing and you can have everything else.” My timing was wrong in the delivery room. Seems I get it wrong often with Her Ladyship but that’s still another story.

Now why am I sharing this? First, stories are my thing. I love sharing stories and connecting them to business paradigms. It’s who I am.

But, timing is critical to success. It doesn’t matter how good your offer is if it’s the wrong time. It doesn’t matter how good your presentation might be if the prospect isn’t listening. Timing is critical. We have to be patient.

As reps, we have to read this. We make our presentations when we earn appointments. We have no control over timing. But, we can read the room and decide where we are in the persuasion process. Have a plan for every call and do a postmortem when you finish. Then, plan next steps. It isn’t over until you quit.

Years ago I won an appointment with a soft drink giant. The call went well but timing wasn’t perfect. I was liked but the buyer had a stable of suppliers. They knew his business and I didn’t.

Ten days later one of his printers closed. The work they were doing was moved to other established sources. The purchasing routine was disrupted. I called and left the message that I was available to help if needed.

This time my timing was good. I earned some work. It started slow, grew, exploded and eventually changed the way I would live forever.

Sales is exactly like that. Your offer is your offer. Clients generally accept that printers can do what they need. Timing is the thing.

Be available. Be visible. Be persistent and be patient. If you’re paying attention the best timing will reveal itself to you.

“Give Me Timing and You Can Have Everything Else.”

The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions.