Whenever we drop our son off at college, I make sure we leave his campus early enough to get ahead of rush hour traffic.

I have to account for several obstacles like construction, other traffic etc because if we get held up along the way,

We end up timing it in a way that we spend and extra 90 minutes in the car, after a 3 hour ride.

Now, its not just about WHEN I leave, its about taking advantage of those stretches of road where you can make good time.

Like that stretch of road where there’s no traffic and the speed limit is 65 (which to me is more of a “it’s alright to do 75”).

Right now, most of you are on that road where you can open up the throttle quite a bit more but;

Soon, as in later next month, traffic is going to slow down and shortly after that;

You’re going to be stuck in traffic as prospects and clients begin telling you “Call me after the holidays”.

So what are you going to do, RIGHT NOW, to get MORE deals in the pipeline and;

EXPEDITE the deals you’re working on?

One way, is to get a firm commitment on WHEN delivery, launch, implementation etc is to happen and then;

Work backwards subtracting your turnaround time.

For example, if you’d like to hire me to train your sales team, I typically need 30 days to create that for you.

So if you were to tell me that you’d like to get this training going in January, I’d subtract out my lead time and we’d end up with your decision date.

I would then ask for a commitment for a decision, NO LATER than that date, and set an appointment (right then and there) for a meeting/call for your decision.

I go a step further and send a calendar invite confirming this.

This is a really important step, because it gently tightens the leash and;

It gives you an early indicator of the urgency (or lack thereof).

It also gets that decision, “on the calendar” and keeps things moving forward;

During a time of year when people tend to use the holidays to blow off decisions, meetings etc.

And not to take a turn to “Negative Town” here gang but;

You need to have a rebuttal, at the ready, just in case they try and postpone that meeting, as you get closer to the decision date.

This is actually the first step (of several other steps) you can do to EXPEDITE your sales this time of year (and the rest of the year too)

I’ll be sharing the rest of the steps during our 25 Ways To JOLT Your Sales BEFORE Year End webinar, this Thursday, October 6th, at 11:30 am EST.

Have you checked it out yet?

Here’s what I have planned for you;

• How to completely leverage the Fall/Holiday season to YOUR advantage.
• 2 ways to TRIPLE your referrals. And referrals have this magical way of closing faster, no?
• 3 email tactics that will get you MORE responses and MORE appointments.
• 5 ways you can use creativity to get a busy decision maker’s attention.
• 6 ways to LEVERAGE your social network between now and year end!
• 4 things you MUST do with your existing clients ASAP.
• How to pick up the pace BEFORE everyone starts with the “Call me back after the holidays” stall.
• How to create a “communication map” that can open new doors and keep existing ones open too!

To learn more, and to reserve your spot, click HERE!