I’ve never been a fan of the saying “Buyers are liars!”

I believe it’s a presupposition that ISN’T conducive to building strong relationships but;

I do believe there are situations where the decision maker is either lying to them self and/or completely full of sh*t.

Take this whole “year end” thing.

From now until the first week in January, you’re going to be told that’s it’s a bad time to meet, decide, discuss, etc because of “year end”.

In some cases, it’s legitimately a bad time but;

My experience is that it’s more of a convenient excuse NOT to deal with something now.

I realized this when I started respectfully asking decision makers “What’s gong to change in January?” and the majority of them stuttered and stammered their way through their response but;

The purpose of today’s blog post isn’t about pointing fingers and making accusations, it’s about what you can do to navigate these waters.

Here are a few thoughts to help you;

Recognize that what people initially pose as a stall or objection is oftentimes more of a reflex and not necessarily what’s REALLY on their mind. That’s why you have to be prepared to get them past that initial reflex.

How?

Think of as many compelling reasons to get together now instead of in January.

When someone gives you the old “year end blow-off” respond with;

“Why don’t we get together anyway and here’s why;”

And then offer one of those compelling reasons you came up with.

By just using this one phrase, you’ll dramatically increase your chances of getting the appointment.

Why?

Because it’s so much better than going along with someone’s need to procrastinate until AFTER the holidays.

So that’s your assignment for today;

Come up with at least 3 compelling reasons why you should meet NOW vs after New Years, Groundhog Day, Daylight Savings, or whatever day your dream client is leveraging to get you off their phone.

Then get out there and offer those responses instead of accepting someone’s need to procrastinate!

For ideas on How To Get In Front Of MORE Opportunities By Year End please click HERE.

For ideas on How To Close MORE Business By Year End please click HERE.