With “The Perfect Holiday” (friends, family, food and football) now behind us, it’s that point in the year when every salesperson is concerned with just one simple thing: time. With no more than 20, (and that’s being very generous), real selling days left in the year, this is the time of the season when the hard reality of actual “selling” gets down to four, deep-in-the-funnel, specific sales skills of…
…proving value propositions
…calculating ROIs
…negotiating
…closing
At this time of the year, there’s zero time for qualifying new opportunities and working through discovery processes except if you’ve already filled your Q4 quota and are totally focused on next quarter. Since that’s not the case with most of us, you might want to think about refreshing those objection handling skills from our library, or pulling Karrass’s sales negotiating book off your bookshelf, or downloading Hocking’s easy to read book on closing skills on to your Kindle. My guess is that none of any of that content will necessarily be new to the more seasoned salespeople, but just maybe an hour spent reading tonight and a couple of hours spent this weekend honing your skills will make the difference in managing the limited amount of time you now have left in the year. All of this is nothing different than any professional athlete would be doing preparing for the end of the season championships when everything is on the line.
You have nothing to lose, and all it takes is just a bit of time.
The Early Bird Discount is $200 off our low price/high value program if you sign before January 15th plus an additional $100 off each for you and any other managers that accompany you from your company. Plus all attendees receive a free half day Whiteboarding Session scheduled at their convenience anytime during the following six months.
Good Selling!
Jack
Head Coach