With the end of the year quickly approaching, you may be feeling the pressure of hitting your sales numbers. This is the time to hone you sales skills, and improve upon your sales techniques to make the fourth quarter a great one. Here are 10 tips to help you finish your sales year strong.
1. Do NOT assume people stopped buying, that’s what average sales people do. If you make the assumption and don’t put in the effort, what opportunities are you forfeiting? They could mean the difference between an okay year and a great one.
2. Ask more open-ended questions than ever. The more information you find out now, the better position you will be in later. As the holidays near people tend to be in a better mood and more open to conversation. Take the opportunity to build a stronger relationship; people buy from people they like!
3. If you have hit your yearly goal, set another one, or get a head start on next year. Don’t get comfortable, keep pushing hard. Slowing down because you know you have hit your goal, can give off a negative impression to your manager and your customers.
4. If you have not hit your goal do NOT give up, that’s NOT what a professional would do. Work with your manager now more than ever to close deals. They want to see you succeed, don’t be intimidated to ask for help.
5. Make sure you are utilizing your time well. People tend to get distracted with meetings, emails and other unproductive activities. Before you know it, its already mid morning and you haven’t made a single call! By just making yourself aware of time wasted you can consciously focus on getting on the phone more, and pushing those other activities off for early morning or after hours.
6. Commit to making just 10 more prospecting calls per day for the rest of the year. In the grand scheme of things 10 more calls isn’t that much, but do it for one month and you have touched an extra 200 prospects or clients. A little can go a long way.
7. Show your customers you work hard and are dependable, if you hit your numbers and go missing in action what would your customers think? Don’t lose face with your customers or prospects because you have gotten complacent.
8. Show customers, especially close to the holidays, you are there to assist them even if they are not buying. This shows true value and credibility. Their budget may be tight at the close of the year, but by keeping up a relationship they could be your first sale for next year!
9. Send thank you cards and be more upbeat on the phone. It gives an impression things are good and customers want to know their suppliers are okay. Nothing is more of a turn off then a sales person giving extra pressure to buy at the end of the year to hit their numbers.
10. Don’t let the holidays take over your work ethic. Employers do not have the right to send partial salary so don’t give them partial work. Work hard and go above and beyond the call of duty. Why? Because few people will, and it will set you part. It’s called character!
