“No one buys during the holidays”. “If I don’t hit my number by Thanksgiving it’s over”. These are two of the most common refrains I hear salespeople singing this time of year. Salespeople believe it, then work hard to make it come true. They curtail their sales activity, they mentally shut down until the new year and they hang on for the end of the year. Now, if you have your numbers wrapped up by November 15th, go ahead and take a break if you need to or want to. But selling this time of year can be very lucrative. Many sales people are at higher commission rates having hit ratchet points earlier in the year. Many clients have extra money at the end of the year. People are in a better mood this time of year. The competition has shut down so there is less competition for the remaining budget dollars. People are less likely to travel this time of year to be close to home for the holidays. So change your belief about what is possible and ramp up your activity. You will be surprised at the results you can get this time of year. At the very least you will set yourself up for a hot start in the new year.
