In the corporate sales arena, too often, sales representatives are fixated solely on closing business before year-end to meet their quota and potentially earn a bonus. However, the sole focus kills future business potential or, at best, puts it on hold until the new year.
Seeking new business daily is paramount for earning steady sales throughout the year. Those who solely focus on year-end are typically soon in need of seeking employment elsewhere. Those who focus on ‘closing the sale’ inadvertently close the door(s) of opportunity in the new year. For ongoing business, it is best to ‘balance closing business and opening new doors for growth’.
Year-End Sales
Achieving the year-end quota puts salespeople under high pressure, as they fear being fired if they don’t meet it. However, pressuring prospective clients into purchasing is ineffective, as it rarely works in the salesperson’s favor.
The better year-end sales approach is to call those seriously considering a purchase first to ask about their holiday plans. It takes some by surprise when they hear the question, but they quickly relax, and we typically hear a smile in their voice and a description of their expectations. Accordingly, a relaxed conversation ensues, and the salesperson often receives a reciprocal question.
Finally, it becomes time to say in one’s own words, ‘I’m calling also to learn if I may answer any questions you might have about business, and when you believe you will be ready to move forward.’ The statement typically surprises prospective clients, who then relax and often provide the answer one is waiting for. The arrangements to follow then generally flow in order.
Spontaneous Conversations
Although specific verbiage is necessary when speaking with a prospect or client, such as the timing of the sale and their budget, spontaneity with intriguing, relatable stories or experiences encourages more sales and new opportunities. Those who memorize scripts and do not allow their personalities to shine typically conduct boring conversations that produce little. However, those willing to take a bit of extra time to share relatable experiences and occasional humor often spark a new idea for a more robust sale. Moreover, conversations with one encourage ongoing business and help reduce the stress of building a healthy revenue stream.
Inspiration is the Game-Changer for Success
It is vital to realize that, no matter the obstacles, we must live fully today. No one knows what tomorrow may bring, but our duty is to live life without regret, making ‘giving up’ a non-starter.
Mission Hope
It is an honor to be part of a team of writers who have individually endured mind-numbing challenges of varying kinds to overcome and enjoy their miraculous outcomes. My example is experiencing an ‘irreparable broken neck’ as two visions appeared before me while on a gurney awaiting admission to the hospital. What happens next is mind-boggling. The new book will be released soon to inspire and give hope to those who read it and embrace the future.
Conclusion: Balance Closing Business and Opening New Doors for Growth
It’s vital to remember that nothing is permanent or impossible; we must be open to change and overcoming all challenges, no matter how daunting they may be. Hope and possibilities reside within each of us; it’s those of us willing to take the chance to see them through who ultimately live a gratifying life.
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Communicate to Attract Interest
Be A Story-Teller
Positivity and Professionalism Win
“Believe, Become, Empower“
Sales Tips: Holiday Conversations Can Model Better Sales Communications for Growth
- Commit to your long-term vision for accomplishment(s), including working for the greater good for more people to feel the ‘win.’
2. Acknowledge the more appealing ideas of those you encounter to consider them from all potential angles.
3. Refrain from making promises until all questions are put to rest and the desired outcome is understood.
4. Listen to the feedback from those you trust and who may offer additional thoughts to enhance the idea.
5. Observe people as they speak; never underestimate anyone’s novel ideas; remember that each person and country operates differently.
6. Share favorite learning moments with peers and current clients to improve client engagement.
7. Habitually seek out new ways to improve engagement for business growth as you venture into the unknown to seek new possibilities.
8. At the end of all communications, ask team members involved if they have questions to ensure clarification.
9. ‘Don’t give up – find a better way!’
10. Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!
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