Holiday Season means more Sales, right?
Most companies use holidays as an excuse for poor
performance, they are willing to accept that “August is always a quiet month”. After
all, how can you expect to close deals if decision makers are out of the
If you have qualified your opportunity well, covered
all bases and eliminated any risks or potential hurdles in advance, there is no
reason for a holiday to have an impact on the outcome of your negotiations. Be
sure you fully understand the process involved to raise an order – who the
decision maker is, who approves orders and who signs orders. Know when the
relevant person is going away and use that date as a fixed milestone. Put it in
your diary and be open with the prospect, aligning your expectations so you are
both working to same schedule.
And when it’s your turn to take a break?
Similarly, qualify well, align expectations and use your situation to your
advantage. Having a clear deadline encourages the urgency and importance of a
deal for both sides. Be sure all obstructions are cleared to enable the
opportunity to proceed as planned. If the paperwork simply cannot be raised
until you are out of the office, as long as you have done your job, you can hand
the file to a colleague, who purely has to collect and action the order.
Fundamentally, being out of the office does not affect sales
leading up to or during that time. The true quiet spell appears in the month or
two following the holidays – it is your pipeline that is affected. The flow of
new sales is interrupted because you cannot start a sales process when the relevant
person is absent, thus creating a gap.
All you need to do now is close the gap!