HARDISON’S TIPS – DECEMBER 10, 2020 – How to Beat the Holiday Slump & Close More Deals
- Do some public speaking in December.
Flex your presentation muscle and look for public speaking opportunities in December. Is your alma mater hosting an alumni panel for current students? Are there any conferences you can speak at?
Ask your friends, colleagues, or manager if there are any marketing or sales events you can speak at, or if there’s a webinar you can host.
You could even assist human resources with onboarding new hires. It’s a good way to practice your presentation skills without having to do it in front of a prospect or customer.
Test out these strategies to have a productive December, and close more deals. Your holiday sales playbook must go beyond offering discounts. Your customers are smart. They know you’re trying to close as many deals as possible around the holidays. They also know the discount you’ve extended or the special terms you’ve offered are just there to get them to sign on the dotted line.
- Have key contact information in place.
Dan recalls a common mistake salespeople make when they’re working on a tight deadline:
“When I show up to work with salespeople at the end of the month and say ‘Let’s call the contact’s cell phone’ in hopes of closing a deal and I hear ‘…I don’t have it’ I realize we have made a crucial mistake.
In the second or third meeting, I always ask ‘Who is my SPOC (single point of contact) for this initiative?’ When they introduce me to my SPOC I ask them ‘Are you a text person or phone person?’ In my experience, many people say they prefer texts.
I then ask them for their phone number, and immediately text them saying, ‘Now you have my contact information (and I have yours) if we need to quickly touch base.'”
Having contact information in place so you know exactly how to get a hold of key decision makers can save you precious time so your team isn’t scrambling at the end of the year.
- Unplug when you need to.
At the end of a stressful year, taking some time off at the end of the year to spend time with family and decompress is important. If you’ve planned ahead and need some time off, Dan recommends being upfront saying “I’m going to be offline from December 24 through December 31 so let me know how I can help before my time off.”
This clear messaging shows empathy, realism, and many people are understanding and accommodating.
Try a different approach, and see how the holiday selling season treats your stocking this year.
Make It A Champion Day!