It’s that time of year. Time for a reality check. The annual “It’s the Holidays…” blog from Sales Coaches’ Corner.
How many salespeople do you know that go on cruise control between Thanksgiving and New Year’s Day? How many companies do you know that actually admit to winding things down right about now?
It happens every year. It’s really common. We could call it an epidemic at some companies — an easy way out for many salespeople. Here’s an idea: Why don’t you play your cards right and get in to see some decision makers between now and the start of 2017? Make it a point to capitalize on your competitions weakness and laziness! Epidemic laziness!
It’s time to buckle down and do the one thing that you actually control in your daily selling lives. Pick up the phone and call prospects. Yes, you control that activity. Nobody else will be doing it so you will stand out automatically. Nobody else thinks anyone is “in” so I like your chances.
Strong salespeople don’t go on cruise control, ever. Successful companies don’t wind down during the holidays. They make things happen.
The holidays are great times to see prospects. current clients, customers. Here are 5 reasons to keep prospecting for new business and keep seeing current clients during the holidays:
- It’s your job
- Companies review current year incumbent products & services & decide what to do for the next year
- Prospects will see you – it’s their job
- It’s a great time to plan new programs for 2017 with current clients (your competition won’t be there)
- As my mother always said, a Thank You is never inappropriate – thank your clients for their business
Business does not stop between Thanksgiving and New Year’s Day. Some salespeople do. Don’t be one of ‘em!
