HARDISON’S TIPS – DECEMBER 8, 2020 – How to Beat the Holiday Slump & Close More Deals

HARDISON’S TIPS – DECEMBER 8, 2020 – How to Beat the Holiday Slump & Close More Deals

  1. Make your end-of-year close December 10th.

Any concessions (whether pricing or terms) should expire on December 10th instead of December 31st. This forces negotiations to take place before stakeholders in Procurement and Legal are out of the office — something your well-meaning prospect might not have considered.

If you introduce an expiration date for terms or discounts and your prospect says they’ll still need a few weeks to decide, say, “That’s fine, but this current discount will expire on December 10th.”

This distances you from the stress of closing deals during the holidays and shifts the scramble to your prospect.

If they still can’t close by December 10th but are actively interested in locking in a discount or terms, ask your prospect what they can do by the 10th.

If they can give you something as simple as a purchase number, you’ve succeeded in moving the deal forward. But hopefully, the urgency of an expiring discount gives your prospect the push they need to meet your December closing deadline.

  1. Close for post-sale activity.

Representatives from your prospect’s finance, legal, and procurement teams, and much of the executive staff will likely be busy or on vacation beginning December 15th. While most mid-level prospects are winding down for the year, operations and executive teams are often busy finishing important paperwork, planning for the new year, and balancing budgets.

Without these stakeholders, even your most eager prospects won’t be able to move their deals forward. The solution? Close for post-sale activity.

In mid-November, tell your prospect,

Nick, I know you want to get this product/service implemented as quickly as possible. You should know our January onboarding schedule is booking up fast. If we don’t get this scheduled in the next week, it might be February or March before we can onboard you.

If you’ve inspired enough urgency, your prospect should say, “Oh really? Is there anything we can do to secure an earlier onboarding slot?” Reply, “We have a few spots open in December. If we can get the paperwork finalized, I’ll schedule your onboarding for next week.”

When you explain that waiting until January to close will push onboarding and training until February or March, it puts the advantages of closing quickly into perspective. That can be the jolt your prospect needs to attain final approvals as soon as possible.


From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


Join Just

Entrepreneur Training
Public group · 229 members
Join Group
Last year the Richie Bello sales training agency gained a ton of positive reviews and exposure for being a world class sales training agency, and now ...

Video of the day

Richie Bello West

Have any question ? Now you can direct contact me