The Importance of Timing

"If they say no, because we ask them does it make sense, we didn't ask them to actually do the action," he says. "We're really only asked about the timing of." If a customer doesn't like what you're doing, there are five options: softening statement, suggestion, fallback, add-on and so on. In 90% of cases, client will suggest an advance that's very appropriate for where they're at right then, right? And remember, the best close is the one that paces at the rate the customer is ready for!"