I used to hate this time of year!
Don’t get me wrong, I love the holidays, I just think people tend to use them as an excuse.
Business, for some, will come to a grinding halt while they mentally check out from the Wednesday before Thanksgiving until the following week. It will pick up again until they go for the second round of “mental checkout” from mid December until that first week in January when they (get this) . . .
Come back with all this piss and vinegar!
I’m talking about both you and your prospects. We’ll deal with you in another blog post.
Today, let’s talk about your prospects.
We have this awful habit in sales of not dealing with stuff we know can and will happen.
We just don’t want to talk about it.
For example, I’m sure this won’t shock you but . . .
That person you’re trying to set an appointment with, and that person you’re trying to get a decision from, might possibly tell you to”Call me back at the beginning of next year”
With regard to decisions, have you been given a firm decision date? Did you ask for one? Prior to the “call me back after the holidays” thing?
Have you thought about how you will react if even still, they try to stall until after the holidays?
How about those phone calls?
Have you thought about how you will respond to someone who tells you to “Call me back after the holidays”?
Better yet, do you have 3 responses thought out?
Why 3?
Because if you have 3 it will never be a matter of “CAN I respond to that?” it will simply be a matter of choosing your weapon or tool if you’re a lightweight and don’t like when someone says “weapon”.
Sales Leaders: This could be a fantastic and timely topic for your next sales meeting. I’m willing to bet that this type of discussion will beat the hell out of the typical going round the table talking about numbers and projections that could have been emailed.
Here’s a cool freebie . . .
I have a simple worksheet designed to help you think this through. If you’d like to snag a copy, email me
And you need to actually articulate a sentence or two in your email and none of this lazy ass “Send freebie” in the subject line with no actual email. To me that’s a step above grunting at someone.
But wait, there’s more . . .
Once you devise your 3 responses to the “holiday blow off”, email them to me and I’ll give you some free, no strings attached feedback!
I triple dog dare ya to do this!
Are you in?
Cool . . .
Email me and let’s get this party started!
I help sales reps, sales leaders and business owners SELL MORE! For information on my one on one coaching programs (I coach sales leaders and business owners too) click here. For information on my training programs click here and for information on our next online sales course, click here.
