Your turkey leftovers may finally be disappearing. Hopefully, Thanksgiving gave you a few days of relaxation and not too many midnight madness sales. Now it’s back to selling and the few days left this year. It’s not too late to do more sales work this year.
Look back.
Schedule a very important appointment. It’s not with a customer. The appointment is with you. At this appointment you are going to look at this year’s business. Have you identified your most important accounts? Are these the same ones that you spent 80%of your time? Just remember, most important customers are not just your largest accounts.
Most important accounts could be strategic for other reasons. They could be industry leaders who confer credibility to you and your business. They could be very profitable for you to serve despite buying less. They could be customers who you plan to increase your sales to by taking business away from your competitors. If you’re serious about increasing your business then you have to spend time with the customers who will help you meet your goals.
Do a gut check.
Successful selling requires stamina and a positive attitude. They both come from taking care of yourself. Are you? Salespeople burn out. I realize that with the Christmas holidays approaching that stress is very real for a lot of people. What I mean is that your job is to realize that you and only you can manage the stress that impacts your selling. Do you work seven days a week? For too many salespeople electronic devices make their work week an uninterrupted on-the-job nightmare. I say that’s got to stop.
You can choose to check your cell phone all the time. You can also choose to be “off the clock” one day a week. This means you don’t check email during that weekend day. Think your work will suffer? I don’t. You simply tell your key contacts that you don’t check emails on whichever day it is. Your job is to set boundaries for your life so you get the break you need. It’s the only way to maintain your stamina.
Get out.
Now look at your calendar. Is it filled with business activities where you’re meeting new customers, influencers and others who can help you in sales? I certainly hope so. December is the logical time for company and trade association holiday parties. You need to go. You also need to remember that even though there’s a festive mood, you’re there for business.
Plan for each event before you go. Who us likely to be there? Who do you want to meet? What topics could you prepare to discuss with a stranger or a key manager at your company? The topics are probably different. Be positive, knowledgeable and professional. Now is not the time to blow your successful sales record with too many drinks. If you are bringing a guest to a company event, give that person a brief overview of who the key people are at your party. You will be judged by the company you keep.
This selling year is coming to a close. Hopefully, you don’t have too much left to do. So take the time to look back at your business. You’ll be ending this year with a great finish when you learn what worked well for you this year and know to do more of it next year.
Happy Holiday Season!!!!
