The Space Between

There’s a great Dave Matthews song called The Space Between. Check out the lyrics. I like this phrase because in sales The Space Between is when we want to do our best work. When you are prospecting, The Space Between is the time that has passed from your last conversation until your next conversation. Sometimes days go by, sometimes months and we have to start a dialogue all over again. But you can shrink this time by doing the following:

1. Gain a commitment before hanging up from the call. If they want to review your material or proposal, set it up so they are prepared to review it when you contact them the following week.

2. Integrate information from your previous call to quickly bring them up to speed on what you are calling about.

3. Shorten the time of the request for a call back by half. For example if they want you to call back in two months, call them back in one month.

4. Time and space are not always tangible; we keep notes in our SFA tool of the last time we spoke, your prospects do not have these notes. We remember, they don’t always remember. Always provide a refresher in your introduction.

5. Realize how much can change within seconds and don’t assume the last conversation will carry you forward. The more time that passes usually ensures you’ll have to do more selling.