I should have written this the last week of September and not the first week of November. Well, it’s still good and if you put these tips into practice you’ll not wind up with the end of the year blues.
Ah, the last quarter of the year leads us to Halloween, Thanksgiving, Christmas, and a host of excuses of why NOT to Buy! But, where there is a will there is a way to get to President’s Club.
- Kick up your prospecting. Don’t dial it up a notch, dial it up BIG TIME and don’t stop. Increased prospecting during the early months will give you the opportunities needed to sustain you during the excuse weeks of Thanksgiving and Christmas.
- Ask and ye shall receive. There are many companies that will post a profit for the year and those companies may be looking to reduce their tax liability by making additional purchases before the end of the year. They won’t tell you, you need to ask.
- Focus on bigger takedowns. Look for higher revenue opportunities. It’s been stated that you can spend as much time closing a multi-system Segment 4 opportunity as you would a single Segment 4 opportunity. Take special note of production, wide format, and multi systems.
- Explain your timeframe to your prospect. Make sure there is no doubt with the customer that you are working a certain closing time frame. A customer asked me the other day, “Why, should I do this now?” I was honest and told him that it would help my end of year numbers and I would in turn help him with reducing their costs. One hand can wash the other.
- Add extra selling hours to your quarter! Adding one hour a day for prospecting, researching, developing a quote, e-mailing or making calls will add 20 hours per month. That’s 60 hours in a quarter, or a week and a half that you’ve gained over your peers.
Plain and simple, if you want it, you can do it!
Good selling!
