The holiday season plus year-end for business puts tremendous stress on many, requiring a keen focus on the year-end rush. Otherwise, we can trap ourselves in endless personal tasks that waste time spent wisely and decrease the business opportunities we expect to complete.
Most businesses finalize expenditures near year-end as they must use or lose their budget. Sadly, many do not know that part of the story and figure if they haven’t heard back by now, it’s useless and will write off the possibility for business. Also sadly, the thought is incorrect and often harms salespeople from welcoming a robust year-end and may face the need for a new job in the new year.
The better route for entrepreneurs and those gainfully employed is to review your client list and activity to the current moment. The data with specific notes will be available in a CRM database for careful review.
Remember that ‘tell-selling’ typically does not work well, but asking insightful questions more easily leads to a favorable conclusion. Asking questions provides a more thoughtful way to conduct the conversation by putting the other person’s perspective first.
Sales Questions Throughout the Year
- What caught your attention to speak with me today?
- Are you seriously considering a new vendor; if so, why?
- Please don’t reveal the vendor’s name, but tell me how you desire improvement(s).
Response Questions to No:
- Is your ‘no’ for now or forever?
- Is the answer of no due to getting the budget in order?
- Given that you welcome my doing so, when should I check back?
Follow-up Questions
Often, the questions will surprise prospects, and they will acknowledge the idea of our checking in later. It is vital to check in at the specific date and time they suggest, and upon doing so, remind them it was their suggestion. Next, the following words include, ‘Is now still a good time to talk?’
‘Trust is the Soul of Sales and All Else That You Do.’
The demonstration of listening and following through on your prospect’s words builds trust and will get you closer to the sale, plus help build client loyalty with future business awaiting.
Upon meeting again, expressing appreciation for the person’s time contributes to building the sale. Last, wish the person a fruitful and Happy New Year before ending the conversation. But don’t end there; use one more question:
‘May I check in with you next year; if so, when do you suggest?’ Accordingly, the meeting will end with both of you enjoying a smile!
Your Story: Focus On the Year-End Rush
The first step is to accept that exponential tasks seemingly appear during the holiday season. Moreover, personal appointments can take away time from necessary business-related efforts.
The Habitual Daily Routine
Every evening, review what needs to complete the next day and then create your running task list to mark off as completed. The next morning, before work, remind yourself of your long-term and year-end goals. Then, prioritize your running task list accordingly. Cross off each from the list as you complete them. The habitual routine significantly increases time efficiency, allowing for a greater focus on concluding business.
CRM Systems Are Beneficial
It is a rare person who can remember everything on their own. Software is far more accurate and timelier than the individual; otherwise, it would be a rarity. Throughout the year, you can make it a habit to list prospective clients plus your clientele and add highlights of your conversations in your CRM software.
Review the notes before each appointment or email conversation to be on top of their news. Review their website and those of their top three competitors before all communications. Doing so contributes to building further trust.
Season Greetings
Everyone can use a bit of cheer and receive recognition. The holidays are a perfect time to gift your prospective clients plus your clientele. Know that season greetings may be achieved inexpensively or in a more costly style according to your budget.
Recognition and appreciation go a long way toward contributing to future business when done with sincerity. Consider the following:
- Subscribe to a yearly e-card service to send to your prospective clientele.
- Consider sending affordable gift baskets to your clients.
- If you have a select few clients you enjoy, offer to take them to lunch if you are near.
In Conclusion: Focus On the Year-End Rush
Take the challenge for next year to set your focus on the year-end rush beginning in January! Putting the above suggestions into practice at the start of the year will have you achieve the sales home run, enjoy an ongoing returning and referring clientele, and define the Smooth Sale!
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