Holidays, Vacations, and YOUR Sales
It's June 1, 2018. Five full months into the year. Here are the traditional American holidays that have had an impact on your sales, so far:
New Year's Day was on a Monday and you probably found that a good deal of the working population took 1-4 extra days off that week to recover from the holidays. The good news is that all the prospects who told you to call after the first of the year are now fair game. However, be prepared to get, "Our new budget is still waiting for approval" and other stalls to keep you at bay.
Retailers have grown the fanfare surrounding Valentine's Day. While doing so, the office atmosphere gets filled with cards and flowers. There's nothing wrong with this, other than you become less productive and the people you want sell to are preoccupied that day.
Memorial Day starts the summer off, the kids just got out of school, the pools just opened, and people are in summer vacation mindset. Not many appointments happening that week.
You'll most likely be taking a vacation...and so will your clients and so will your prospects. These vacations are usually so staggered that it seems everyone is on vacation for 2-3 months. Networking events have lower attendances. The kids are out of school, so more people will be working from home, which means they won't be as available for meetings with you. If you didn't have appointments set for June, July, and August before summer started, you'll be scrambling to stay busy and hit your quota.
Independence Day, which is on Thursday this year, so you can bet that a lot of people will be taking either the whole week off, most of the week off, or just mentally be on vacation for the week.
Labor Day is on Monday, of course, and many people will be taking their last extended summer weekend of 4-5 days, which means the rest of the week will be pretty much meaningless, except for preparing for the next week.
As Thanksgiving approaches, you better have your appointments set between Thanksgiving and Christmas. Once Thanksgiving arrives, so does the holiday mindset. You'll also get a lot of, "Let's wait until the new year to meet" and "We've spent all of our budget and are waiting for next year's budget to be approved".
The final holiday of the year is Christmas, which falls right in the middle of the week this year. Guess how many appointments will be happening from December 22nd through January 2nd. Unless you have something really special going on or have an unusual client or prospect, Zero. That's a third of the month gone, vanished, wiped away!
Please don't think I'm against holidays and vacations. I just want you to fully consider; How can you make a great living in sales with all these interruptions? Here are two suggestions:
Preparation: Make the most of the times when business is being done during the year. Plan ahead for the times that will be sparse. If you have to make 100 calls to fill your calendar with appointments on a standard sales day, then make 200 calls on the days leading up to summer and Thanksgiving.
Focus: Every day at work there will be distractions. Answer personal emails, texts, and phone calls only during set times of the day. That meeting with another department that wants your input, but doesn't contribute to your sales, learn to say "No!" Don't let your ego overshadow your sales goals.
Now, neither of these suggestions are natural for salespeople. (I won't get into the neuroscience behind it, but if you want to know, feel free to call or email me.) Most salespeople naturally chase "squirrels", anything that gets their attention and takes them away from doing the hard work of sales. They also have hurts, habits, hang-ups, and limiting beliefs that can cripple them from being focused and productive. For instance, I guarantee you that there isn't one person who honestly likes rejection. You may be able to learn to make a game of it, but it still hurts and this limits your real possibilities, even those who are leading the pack.
All of the sales training in the world can't change your deep-seated beliefs and thoughts that keep you from reaching your true potential. No amount of "motivation" from your sales manager can help you consistently breakthrough quotas.
I can. And, I've done it over and over again to help salespeople achieve what was once thought impossible. Just suppose you could be free from the negative "stuff" that goes on in your head. Imagine selling with consistent confidence and assertiveness. Picture yourself winning the money, awards, trips, accolades, promotion, etc. Yes, that's YOU!
With only seven months left in the year, the time for waiting is over. If you want to exceed your sales goal for the year, then it's time to call me today!
About Dr. Edward Lewellen
Dr. Edward Lewellen is an expert in creating methodologies for people to learn to use their mind; their beliefs, thoughts, and behaviors, and put them back in control of their lives and become top-producers. He is a Master Executive Coach, leadership and sales expert, and keynote speaker for some of the largest global organizations.