Make This A Most Productive Time Of The Year

There is an old saying to “make hay while the sun is shining.”  Now that obviously reveals a little bit about my age, but there is also a lesson here.

Now that we have officially started the holiday season, it could be very easy to think that new sales opportunities can’t be created and that you should wait until after the first of the year to create new contacts and initiate the sales process.

Nothing could be farther from the truth.  Don’t just take the rest of the year to close out business you may have in the pipeline and ignore opportunities for new business.

New business can be initiated and closed between now and the end of the holiday season.

Here are some things to consider that can increase your sales between now and the end of the year.

Chose your Holiday Parties wisely!

There will be a lot of opportunities to attend holiday parties.  Think of people you want to meet and find out how you can get to a Holiday party they will be attending.

With people in such merry spirits this time of year, you can just about get an invite to any party you want to attend.

Be strategic in your party attendance.  Don’t just go to parties where you friends are hanging out, but attend the parties that will be beneficial networking opportunities for you.

By the same token have some fun too.  After all, it is the holidays!

Look For Opportunities with Current Clients

This is a good time of year to increase your business with current clients.  If you know you can bring additional value to your current clients, this is the perfect time of year to approach them about it.

Remember there is a “giving mood” this time of year and people are more apt to give during this time than any other.

This also extends to business as well.  Your clients may reward you with additional business just because it’s the holidays.

Use this time to lay a foundation for next year.

It is true that a lot of businesses are trying to meet budgets as the year closes.  This is a good time to call on your prospects to have them start thinking now about next year’s budgets if they have not already done so.

The reverse could be true too.  Some managers may have an excess in their budgets and need to spend money or lose the money.  The key is you won’t know which position your prospect is in unless you go out there and close the year strong.

In the final analysis don’t just let this time go to waste.  Be creative and think of ways you can make this holiday season count.  You can earn more commission and make it a really special season for yourself!

Happy Selling

Sales Person Or Sales Professional?

What is your sales philosophy?  I was talking with Ken, a friend and business associate, yesterday and we had a conversation about the difference between a sales person and a sales professional.  On the surface you may think there is no difference, but the difference is in their philosophy.

A philosophy is a system of beliefs, values, and tenets.  Everyone has a belief system even if you have not taken the time to think about what it is for you.  When it comes to selling, the sales professional’s approach to the marketplace is to assist their prospects to buy versus to sell them something.

What does it mean to assist to buy?  Pretty much everyone has heard the old saying “people hate to be sold, but they love to buy.”  When we think of someone being “sold” something our first thought is they were manipulated or conned into doing something they did not want to do.

A sales professional never cons someone into buying something they don’t need or that  is not in their best interest.   The sales professional does not make a recommendation because it pays the highest commission or helps them win the sales contest.

Conversely, the sales professional provides solutions to their prospects and provides value that helps their prospects achieve the goals that are important to them.  In so doing, the sales professional creates an opportunity to not only service the one prospect, but to obtain referrals to other prospects as well.

The sales professional understands that the long term benefit is in creating value for their prospects.   Having the mindset of putting the prospect’s needs first establishes a foundation for a long term, mutually beneficial relationship that will yield a huge return.

It could be easy to be shortsighted and try to manipulate someone into buying something.   But, in the long run you actually make it harder on yourself when you do that.

The personal benefits of having the sales professional philosophy versus the sales person philosophy are huge.  When I was talking with Ken he mentioned that the sales professional is creating a lifestyle while the sales person is just making money.  The ironic thing is the sales professional out earns the sales person while creating this lifestyle.

The question now for you is: what about your sales philosophy?  Why not write down what your beliefs and values are about the way you sell.  If you are a business owner or sales manager, what is your company’s sales philosophy?  Take the time to examine your sales philosophy and see if it is leading you in the direction you want to go.  Are you a sales person or a sales professional?

Happy Selling