I was talking today to a salesperson who was commenting about how much things slow down in the summer and how hard it is to get business. As the person was telling me this, I couldn’t help but think how much this person believed what they said and, by doing so, ensured that they would be unsuccessful.
The key to successful selling in the summer months is to realize that people will be harder to reach, so you will need to make many more prospecting calls. To compensate for the number of people on vacation during any given week in the summer, a good rule of thumb is to attempt 15 % more calls in June, July and August, although the exact amount will vary by industry, geography, etc.
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Mark --
I hear many people using any and all excuses for not selling. They moan/blame/complain excuses like the following: "It's summer" or "It's Friday" or "It's a holiday week" or "The moon is not in astral alignment with my garage door!"
Every day is a fantastic day to
1. Sell
2. Contact prospects
3. Contact current customers
4. Send an article to a customer or prospect
5. Call and follow-up with prospects
6. Make appointments with qualified prospects
I like your idea of making 15% more sales calls in the summer -- with one addition: I would add to do this Monday - Friday, 52 weeks/year.
In fact, making 25% or 50% more sales calls will result in even more sales . . .
even if it is summer or Friday or Monday or a holiday week or [fill-in any other pseudo-reasonable sounding excuse for not plugging away to help customers and prospects by selling your services and products they need to succeed].
Michael Mercer, Ph.D.
http://www.Pre-EmploymentTests.com
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