Sales Technique - That's really a great product but we don't need it at the moment!

I am; I've read Rackham's book and try to use them in my work.

Here's something that I think is related...My previous career was in politics and public policy. A few years ago, I came across a model for creating change that crystalized the whole process from a political perspective. I think it may apply in sales as well; especially with regard to this topic. The model was developed by economist John Kingdon and is referred to as an Agenda Setting Model:

The window of opportunity for change requires...

• A problem stream where a legitimate problem is perceived by those with the power to act;
• A political stream where the timing is right for those with the power to act; and
• A policy stream where an implementable policy fits the scope of the problem.

All three streams must be in place at the same time for effective change to occur.

If the window of opportunity for change is the opportunity for a sale and those with the power to act are prospective clients/customers, can you see how the three "streams" must be in place for the sale to occur?


Thoughts, comments...?

--Scott