Finalize More Year-end Business with Ease

Hearing a ‘ no ‘ for those unfamiliar with sales strategy typically defeats an effort. Realizing the ‘no’ is temporary when handled well is critical. Many people stress toward year-end, knowing that most prospects said ‘no,’ and fear losing their jobs by year-end. But that doesn’t need to be the case when the issue is appropriately handled.

Long ago, while in the corporate sales arena for eleven years, my ‘competitive teammates’ were shocked by the sales I brought in at year-end as they sarcastically laughed at my conversations with prospective clients while I was on the phone, believing it was nonsense.

However, one easy strategy relaxes everyone we meet during the selling process, including follow-up. The method entails being respectful of all while changing the business topic to one that is more interesting to everyone. My example is to ask, ‘Are you looking forward to the holidays, followed by, ‘Do you have special plans?’

Undoubtedly, the recipient will be surprised upfront but quickly follow with an honest relay of their expectations. This is the gateway to building the relationship that will likely convert to discussing business goals before the year ends. Typically, people are so surprised by the interest in their activities that they are the ones to raise the topic of concluding business before December 30^th.

Previous Negativity

Consider having encountered someone who previously stated, ‘We don’t have the budget; don’t bother me again!’ Will you have the nerve to reach out to them and wish them a good year-end? Most people will not, but I can tell you that doing so throws them off ‘their game.’ They are so surprised by the good nature of the call that they, too, pick up the conversation and often invite a proposal.

The ’No Plans’ Response

Know that a small percentage of people you may ask about their year-end holiday plans will admit to being disappointed to have none. It can be awkward, but you can save the moment. One reasonable response is to say you are hopeful they find something special to occupy their time. The add-on is to kindly suggest they consider seeking out a community that may need their help. It doesn’t have to be about business; it could be, for example, planting gardens or helping in a food kitchen. The possibilities are endless.

This type of response often brings a happier tone of voice to the other person, as they admit they never thought of doing something like that but realize it’s a good idea. The question moves them away from self-pity to recognize that others are in worse shape, and the person sees that they may be of service, giving them meaning for the holidays.

Conclusion: One Easy Strategy Helps Grow Our Year-end Business

Returning to the ‘numbers game’ philosophy – keep it in the backroom, if need be, with colleagues. However, do not give it a second thought regarding prospects and clientele. The focus is to be supportive of your clientele, new and ongoing.

My take regarding the sales profession is that it doesn’t have to be merely a numbers game. If needed, the game should be solely among the office representatives. However, communicating with individuals is far more effective when it’s personal. Even better is to turn the conversation, when possible, into the mindset of genuinely working for the greater good. Management may not want to hear that, but ultimately, the bonus is threefold:

1. You make the person in question feel better about themselves.
2. The greater good boomerangs back to help you earn business.
3. Ultimately, you are the winner of the numbers game!

For more Insights, Visit Elinor’s Amazon Author Page

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Sales Tips: Consider How to Design Growth for Your Business

1. Commit to your long-term vision for accomplishment(s) to enjoy business success.
2. Before work, review your goals and vision to then efficiently do tasks and maintain motivation.
3. Remember to put your clients’ interests first.
4. The ‘numbers game’ is only to be in the sales arena, not with prospective clients.
5. Take longer breaks during the weekend to allow your mind to wander and create new ideas.
6. Consider what motivates you, your community, and your networks to benefit many.
7. Always balance the bottom line with additional expenditures to ensure a solid footing.
8. Listen to input from others but pay strict attention to what matters to you most to proceed.
9. ‘Don’t give up – find a better way!’
10. Celebrate Success!

Today’s insights are provided to help you achieve the Smooth Sale!