Are you getting tired of new ways to create meals with turkey? Hopefully, Thanksgiving gave you a few days of relaxation and not too much stress. Now it’s back to selling and the few days left this year. It’s December. Now what can you do for selling?
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 and your selling. 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. Other customers could be very profitable for you to serve despite buying smaller accounts. 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 selling then you have to spend time with the customers who will help you meet your goals.
Do a gut check.
Successful selling, especially this year, 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 working from home and 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. Another option is to 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 creative with your selling.
Now look at your calendar. What are you doing to meet new customers, influencers and others who can help you in sales? Yes, I realize that the pandemic is a real concern for many. That doesn’t mean you can’t reach out in different and creative ways to make new contacts.
Remember the telephone? Who can you call to catch up and learn what they are doing? You truly want to listen and see if there are any ways for you to help that person. The reason for your call is not to ask for anything. Certainly, an old contact might ask you what you are doing. That’s fine to reply and fill them in on details. Just remember, the point of the call is to hear what they are doing. Don’t make the call about you because then it changes the meaning of your outreach. You become less effective.
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.