Many salespeople believe that between Thanksgiving and January 2nd people stop buying and become preoccupied with celebrating and eating. Quite the contrary! People are more in a buying spirit than at any other time of the year. It doesn't matter whether you sell computers, real estate, automobiles, widgets, office furniture or anything else, the world doesn't grind to a halt just because it is the holiday season. Have you been operating under the belief that you are going to sell less or nothing at all during this period of time? If so you may be setting yourself up for failure.
There is a psychological principle that states – you get what you focus on and expect. If you are not familial with the Pygmalian Effect I suggest you check it out. To save you some time it is basically what I have just said – you tend to get in reality what you expect in your mind. There are several things for you to consider, so the bottom doesn't fall out of your sales results during this time of year as well as give you a slow start into 2005.
1. Conduct an attitude checkup.
2. Do you slow down your prospecting efforts for these six weeks?
3. Do you believe it is harder to see people during the holidays?
4. Do you feel it is necessary to discount or lower prices more during this period?
5. Does your motivation, energy and commitment and wane during the holidays?
6. Are you too busy with other activities – parties, shopping, etc., etc. – to keep your selling edge?
Here are a few productive things you can do during the holidays.
1. Use this time to evaluate your previous year's results. Where could you have done better, smarter, faster, easier?
2. Use this time to plan your activities in the new year and set realistic goals in all areas of your life.
3. Don't stop prospecting.
4. Use your networking time effectively. You may meet a lot of people who can advance your career in some way.
5. Read more self-help books and listen to self-help CD's during the holidays. Why not invest $50.00 on my 4 CD set - Soft Sell - it's a classic, filled with great ideas from the all time best selling sales book ever.
6. Reevaluate your sales approach – what's working and what isn't and why.
I am not a Scrooge. I believe in spending important family time with those in your life who need and want some of your time and energy. I am only suggesting that you not significantly alter your sales strategies and effort just because it is the holiday time of year. Remember, while you are baking cookies, attending an office party, or shopping, your competitor may be stealing your business. The holiday season will be over before you know it. Don't lose momentum during this time period.
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com |
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