“How can I motivate my team to finish the year strong? They keep telling me all the decision makers have taken the next two weeks off!”
Well they are half right. An educated “guesstimate” would agree that about 50% of the decision makers have taken off for the rest of the year. But guess what? So has 50% of your competition!
Now isn’t the time to coast. You have the advantage.
While half the decision makers have already started their holiday break (physically and or mentally), the other half is at the office, hard at work while a good amount of your sales competitors are at the office, drinking eggnog, playing paper basket hoops while their manager is already on break.
To fire your team up, you need to let them know this. Let them know that it’s never been easier to get a hold of the key decision makers because most of your very own competitors have already “mailed it in” for the rest of the year. Now is the time to crank out more dials than ever. And even if your decision maker is out for the rest of the year, make sure you leave a voicemail message that hits a WHAT’S IN IT FOR THEM MESSAGE because when they get back, your voicemail message may be one of only a few (for what it is that you offer) that they get.
With that said, here’s one other little tip to help your sales team close out the year strong:
Have your team go through their CLOSED / LOST accounts and have them make a list of the top 30, 40 or 50 proposals that went out but never came back and crank out the dials to those old leads / opportunities.
Things change and someone that said “no” 8-months ago may want to avoid running into that problem again in the New Year.
Here’s what you say when you get them on the phone:
“Hi (PROSPECTS NAME) this is (YOUR NAME) with (YOUR COMPANY) Last we spoke we discussed (PAIN POINTS) and I wanted to ask you a quick question… WHAT DO WE HAVE TO DO TO EARN YOUR BUSINESS NOW SO YOU WON’T HAVE TO DEAL WITH _____ IN THE NEW YEAR?”
But Doesn’t That Make Us Sound “Desperate”?
No. Not if you say and approach it correctly. First of all, asking, “What do we have to do to earn your business?” doesn’t mean: “How much of a discount do I need to offer?”
What you are doing is simply getting the conversation started once again and with a valid reason you can only use this time of year as everyone knows companies want to close their year strong.
You’re placing your prospects attention back on a problem and you are asking them what needs to happen in order to allow YOU to help THEM solve it. And since none of your competitors are calling them, you stand a good shot of finding some last minute deals you thought were long gone.
Merry Christmas and Happy Holidays.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
INSIDE SALES WORKSHOPS
How to successfully sell by phone – Live Online Sessions from Michael Pedone
SPACE IS LIMITED TO FIRST 50 REGISTRATIONS
Register Now for Our Next 8-Week Phone Skills Improvement Program!
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Learn a step-by-step process for Cold Calling and Warm Calling
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Learn more effective Sales Questions to ask (and ones to avoid)
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone