Newsletter #3 “When” - How timing shapes decision quality

For salespeople, the most relevant ideas in “When” are how timing shapes decision quality, receptivity, and energy throughout the day and across a sales cycle. Applying these concepts lets reps schedule prospecting, pitches, and follow-up when buyers are more open, and the seller is at peak performance.

High-stakes sales calls and negotiations are more effective in the morning or right after a short break, when prospects’ moods and decision quality are stronger, and default “no” positions are easier to shift.

The biggest overlaps between James L. Murray’s “Sell Smarter” and Daniel Pink’s “When” center on using timing, psychology, and emotional intelligence to make sales activity more effective and human. Both emphasize that when and how you sell can matter as much as what you sell, especially as AI and data reshape modern sales.

Murray’s “Psychology of Selling” chapter focuses on emotional and cognitive triggers such as excitement, fear, and hesitation, encouraging sellers to read and respond to these states throughout the sales conversation.

www.sellsmartermurray.com