Yes, tomorrow is Christmas. How many of you are working today? How about on Friday, the day after, or next week? Just like you, there are plenty of people at work - so don't think you can slack off - especially if you're still chasing that end-of-the-year number! Yesterday sales trainer Colleen Francis gave us some ideas on keeping sales going now and through the end of the year. Here are a few more for you to try:
1. Question them into a corner - and close them when they get there. Tell your clients: "I would be happy to call you back next year. Do you mind if I ask, what will have to be different in May to make you want to buy from me then?" Or take the opposite approach, and ask: "Will anything change over the next few weeks that will cause you not to buy?" Once the prospect assures you that they do want to do business with you, you can respond with: "Great! Let's get your order into production now so your project won't be delayed, and we'll deliver it after January 1st."
2. One of my clients offers to ship his product in advance and the invoice later, so his customers can benefit from having the product on site while paying for it later. Of course, he only does this with clients who have excellent credit. But it works great - and he never has to discount his prices!
3. Use the "F" word. Agree with your clients, and then disagree, by offering an alternative: "I understand how you feel. Other clients of mine have told me that they felt the same way. What they have found is that they can save up to 20% if they buy now. For example, at ACME corporation they..."
4. Get a testimonial letter. Testimonials are the most powerful tool in your arsenal. Ask someone who bought before the quarter end, or any client who accelerated their purchase and was glad they did so, to write you a two-paragraph letter. The first paragraph should state how they originally wanted to wait, and the value they received by not putting it off - for example, did they save money? Time? The second paragraph should detail how happy they are with your after-sales service.
5. Get scarce! Remind your customers (if it's true!) that the price will be going up after a specified date or that there might be a product or delivery back-up after the first of the month, and advise them to schedule delivery now. If your business tends to be seasonal, encourage clients to buy during off-peak periods in order to get priority shipping and production.
"The success with which you handle the end of the year trap is directly related to the quality of the relationship you've built with your prospect or customer," says Francis. "A good relationship gives you more freedom to press for immediate action. A weak relationship may mean you end up having to wait until next year to make the sale - or longer."
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Start improving your results today with Engage's online Newsletter Engaging Ideas and a FREE 10 day intensive sales eCourse: www.EngagingIdeasOnline.com
The SalesDog blog will be quiet tomorrow and Friday as we take time off to enjoy the holiday with our families. Happy Holidays, and we'll see you on Monday!
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