How many days of selling do you think you have left this year?
Think about it: you have three days this week, five days next week, and four days the week of the 16th. If you think you’re going to get anyone’s attention on Friday the 20th, or any day of the final two weeks, then you need to re-evaluate your plan.
You should count any time you get with a prospect or customer during those final two weeks as bonus.
You’ve got less than 12 selling days left. What can you do?
Write down the opportunities that can possibly close this month, determine a strategy to close each of them before the 20th, and then forget about them. Yes, the best thing you can do is complete the tasks necessary to close your end of year business and then forget about them. Then, continue to work your prospecting plan and build your pipeline.
Work on your prospecting plan and build your pipeline.
Most sales people obsess over a few opportunities in December and do nothing else. They lose perspective on these few opportunities and enter January starving for mid-funnel activity. Don’t get caught up in this vicious cycle.
After you read this post, write down the opportunities that you can possibly close this month, the tasks associated with each of them, and then forget about them.
Continue with your sales process during all those other hours.
This article was first published by our partners at the Vector Firm in December, 2015, yet it remains every bit as relevant today.
How will you make use of the rest of 2019?
Read the original article here – What’s the Best Thing a Sales Person Can Do in December?
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