How to Sell in November and December When No One Else Is!
Posted on Thu, Dec 01, 2011
If you polled sales managers nationwide and asked them have they ever heard a seller say: "November and December are very slow months. There's no point in calling." it would be a resounding 90%+ "Yes" answer.
I find that scary. On the other hand as a seller I want my competition to be in the "I can't sell doldrums"!
It's a proven fact that sales can be made in November and December. Heres what Top Sales Performers do in November and December:
1. Contact established customers. Call to wish them a happy holiday season without making any kind of sales presentation. Consider this conversation as a customer touch point to build customer loyalty. Customers appreciate the fact that you were thinking of them enough to thank them for their business and wish them a personal seasons greeting.
2. Schedule appointments for early first quarter as a review and planning session. Often sellers overlook the fact that things change and just because they buy x amount of widgets a year from you doesn't mean it will be the same this year. The first quarter meeting is used to revisit the previous year's goals and outcomes and review future goals. It's important for sellers to know what's on the customer's radar screen for the upcoming year.
3. Call new prospects and others in the pipeline to request a meeting for first quarter. They will appreciate it if November and December are not good times to meet and if they are, they'll ask for an earlier meeting date.
4. Many businesses have the 'use it or lose it dollars'. Budgets that if not spent in this calendar year does not roll over to the following year and the client risks their budget being reduced for the next fiscal year. Ask if this is their case and confirm if they'd like to pre order.
5. Sales Training experts recommend using this time to boost sales training efforts. Short sales training meetings on prospecting, keeping the pipeline full, sales stratgies, preparation and more can enegize sellers for the slow months as well as have better prepared sellers for the upcoming year.
Business that is worked on and created today - generally comes to fruition in 3-6 months. If you aren't making contacts because it's slow now.. you will have a less than stellar February and March.