I’ve already posted about how the holiday season equals salesperson hibernation, and now I want to point out that it also can lead to sales prospect/client hibernation as well.

It seems everyone in the country just doesn’t want to do anything during the two months of the holiday season.  Clients all seem to say they’ll wait until after the holidays.

So, immediately, that might seem to make your job just a little bit harder…during a time when the natural tendency is for you to slow down and have some more cookies.

Yet every single day in your industry someone is buying (or selling if it’s real estate sales) your product or service.  EVERY SINGLE DAY.

True, there are fewer people that pull the trigger this time of year, yet the one’s you’ll be dealing with are much more serious.  Think about it, people have the holidays on their mind.  There’s Thanksgiving, which could mean a trip, or hosting with all the preparation.  Then Christmas, et al which equals shopping, as well as either a trip or hosting with all the preparation.

So, with all that in mind, if they’re still nosing around for your product or service, chances are they’re serious enough to want to pull the trigger.  So, there are fewer people out there, yet there are fewer tire kickers as well.

So, as I’ve mentioned before, be on your A game for the next 6-8 weeks and you will get some of those sales.  And, even if you don’t, the act and mindset of your A game will pay off loads in the first quarter of next year.

Meanwhile, don’t buy into the hype of what your prospects and clients (and co-workers) will try to sell you on.  It’s all about your expectations and intentions.

I used to work with a guy who literally declared he was done working on November 1st.  His track record showed he didn’t do much business at all in the 4th quater of each year.  I wonder why.

More recently a client of mine was lamenting about how few people were home and answering the phone when he called.  He got himself into a rut where he wasn’t happy that no one was home, then he started expecting no one to be home, and he kept finding no one home.  He would dial an insane amount of phone numbers and reach very few people.  The ones he did reach were not happy to hear from him.  I wonder why.

Then he shifted his expectation (and attitude), and all of the sudden people started answering the phone, and were happy to hear from him.  Magic?  No.  But if you expect a good outcome, you will most often get a good outcome.

So, change your expectation of what you think is going to happen with your sales clients.  Expect people to be interested.  Look for the interested ones.  Focus on finding them…and you will.

And then point out all the reasons why the holidays are the perfect time to buy or sell…

…next post!

Scott Friedman