By Wendy Weiss, CDI Summit Mega Session Speaker on “Your Words Can Make You Rich”
The holidays loom. Office parties, family celebrations, religious celebrations, celebrations with friends. Meetings are cancelled. Decisions are postponed. Too much to do, no time to do it. The sales process turns to sludge.
The holidays can be a frustrating time for sales professionals. Telephone prospecting calls end with no appointment the prospect instead saying, “call me in the New Year.” Proposals languish. Decisions are on hold.
During that time from Thanksgiving through the end of the year, how do you keep from losing your momentum and how do you keep the sales process moving forward? If you are not able to keep the process moving, January can feel almost like starting over. Instead of leaping into the New Year with prospect meetings and starting new customer projects you are busy following up with all of the prospects who said, “call me in the New Year.” Here are two steps that you can use to keep your sales process flowing, not only over the holidays, but also year round.
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