David's Posts - David's Blog
O.K., the fourth quarter is about to begin, another salesperson's nightmare. You have three months coming up with two major Holidays, three three day weekends, enough challenges for you? Of course, nobody buys anything in the fourth quarter, right? The budgets are all spent down, and no one wants to make a decision until the New Year. Let's see have I missed anything?
Now that we've got that out of our system, let's figure out how we are going to build a fourth quarter game plan. First thing is how we motivate ourselves to find the positives and get things in line. Why are you in sales? Most everyone is in the field because we are money motivated, we have Christmas and a New Year coming, and I know I want to be a great Santa for my family, and in today's economy I don't want to hit the credit cards, so I need to make some commission. I'm new to my company, and I want to be a leader when the yearend sales numbers come in. These are several of the motivations I have, list some of the things that will motivate you, put them on a piece of paper, put it where you see it every day, and use it.
Our clients are sitting out there waiting for us, and waiting to put us off till the New Year, so to get in front of them we have to find the "hot button" that'll open the door, what is it? Do we have a price that'll help them, or do we have terms that'll make the difference? At the very least, they'll have to put together a budget, and part of any budget is purchases, so they need to talk to you to get the numbers to plug in to the budget. You know your product, you know your industries, and you need to listen to your customers to find out why they need to see you. Prep becomes more important because the appointments are harder to get, so you need to be ready when you hit the door asking for the appointment, or making the presentation. Find the need, ask the right questions, and fill the need. Sounds easy, but it'll be a challenge, get ready.
You have an advantage over a lot of your competition; you have the motivation, and the plan to make it work. Many of the people you sell against have listened to all the objections and they've been sold on the fact that they need to just write off the fourth quarter, and start planning for next year. I watch a lot of football, and I've never see a team that writes off the fourth quarter and wins, but I have seen a number of miracle finishes because the team didn't give up. They watched what the other team was doing that worked, and they made adjustments that gave them the path to success, the same thing goes for me, I need to keep my head in the game and adjust to win. Keep positive.
Labels: David Colomb