There are certain times of year where, how can I say this gently, people mentally check out!
We experience this during the holidays where people milk what should really be about a week, into a 6 week, mental sabbatical.
We’re about to experience it again, (at least here in the US) starting a few days before Memorial Day, and lasting the better part of a week. Then it shows its ugly face again at the end of June and then sticks around until Labor Day.
For some sales reps, this is going to mean a 25% loss of their productivity, but for others, its going to mean kicking a tremendous amount of ass!
Here are 3 ways for you to join that second group of people . . .
1) Reject All Myths About Summertime! Unless you ‘re truly in a seasonal business, you need to reject that whole “Buyers don’t want to take meetings over the summer” thing. And that means you need to come to the party prepared to NOT to accept the tendency of (some) buyers to use the summer as an excuse to stall.
Case In Point: When I sold print, I remember hearing from like every sales rep, that it was a waste of time to try and set appointments over the summer.
To make matters worse, the first few people I called, gave me that “Call me back after summer” stall.
Upon further reflection, I realized that needs don’t go on summer vacation, needs show up, regardless of the season.
I also realized that people were giving me that excuse, basically, because they could!
They had gone unchallenged by sales reps who basically didn’t have a compelling rebuttal for it.
So the “Call me back after summer” stall became a bit of an “auto-eject” to get sales people off their phone right quick.
Now because of this, sales reps, instead of taking action, would throw their arms up in the air and give up.
Giving up is less painful, until you get your paycheck!
That brings us to . . .
2) Have 3 Compelling Responses To The “Call Me Back After Summer” Stall. In order to have 3 compelling responses, you need to think of (at least) 3 compelling reasons why a potential client would benefit from meeting with you NOW vs AFTER summertime. They really can’t be YOUR reasons, they must truly represent What’s In It For Them.
Once you do that, craft 3 rebuttals that contain a compelling reason to meet NOW.
Why 3?
With 3 responses it will never be a matter of “Can I respond to this” it will simply become “How shall I respond to this (from all these responses I’m prepared to utilize)
And having options does something for ones confidence and, I don’t know but, could packaging something with a higher level of confidence help our efforts? Somehow the phrase “Hell Yes” seems apropos!
3) Have A Good Plan In Place To Keep Up Your Appearances. In what ways, will you “show up” this summer, while your competitors slack? Make sure you include a good mix of “touches” (in addition to) your phone efforts. Think email, snail mail, FedEx, drop ins, drop offs, traditional networking, social networking, creative approaches, “Summer Specific” approaches, content, events etc. I talk about how you can do that HERE.
All of this begins with YOU being better prepared going into the summer selling season.
And speaking of prepared . . .
I’ve prepared a FREE Worksheet for you to help you go into summer locked, loaded and ready to dominate!
Click HERE to download your FREE worksheet!
Would you like 25 more ideas to help you sell MORE this summer?
