The stall that no one likes to hear....Call me after the holidays? Are you planning on closing out the year by closing out a bunch of prospects in December? Unfortunately it may be way too late for that. Is it possible to get appointments and sales this month? Sure. But lets be honest - its not likely by now. Here is what inevitably happens or what you will hear. (Or some variation of these) Why dont you give me a call and reach out after the holidays? Can you give me a call in January when things settle down? Everything looks good and well most likely make a decision after the holidays. Things are on hold until after the holidays, lets talk in January. Many sales people say, OK, will do. Have a good holiday and I look forward to talking to you in January. (yikes, that is no fun to hear) Many people dont even attempt to figure out why theyre hearing that stall or put off or taking the time to understand what that really means. You must get the truth and ask the prospect what that means. This way you have clarity about what, if anything is really going to happen in January. Skipping this step is a fatal flaw in your sales process. You close December sales based on the work you do from January through November. The holiday excuses, stalls and put-offs are not really objections. Theyre red flag warnings that there is a hole or leak in your sales process. You must get to the core of why prospects are OK with pushing you around and trying to get rid of you until next year. Its not too late to start next year off on the right foot with a sales process that works ALL YEAR long. Next December will be here before you know it. Are you ready for 2014 with sales skills that ensure a great year? This is a fixable issue. When you arm yourself with efficient and effective sales skills, than you increase the chances for your business to thrive regardless of what month it is.
Posted on: Sat, 16 Nov 2013 13:02:36 +0000
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