But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community.
Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank.
And today we are focusing on what you need to do around the holidays as a salesperson to avoid having sales stress and meet your deadlines.
For more details, listen to the ENTIRE episode on your favorite streaming platform.
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If you are a salesperson and are trying to make sales during a holiday you need to have persistence. There are so many salespeople who complain about not being able to generate sales during a holiday but give up way too easily.
Just because there are less people around does not mean that there isn’t anyone to sell to. If you are calling a couple times and aren’t getting responses don’t just give up, keep trying to make contact.
If you quit too soon you don’t know what sale you could be missing out on. You might be able to get into contact with someone who you can’t normally reach due to the gatekeepers in the office. Take this time to try to reach whoever is there and make new connections.
If you are leaving your sales deadlines for a holiday week then you could be setting yourself for failure. It can be super challenging to make your deadlines during the holidays because of people vacationing so if you are waiting until the last minute to reach your deadline you are not properly planning.
You should be planning out your sales around the holidays. By planning out the holidays in advance you can write out your deadlines all before the holiday hits so you can meet with people before they go away.
To help manage sales stress you can also plan return meetings with customers for after the holidays. This way you won’t be worried because you have a set schedule and know where your next potential sale is coming from.
Note: If you really don’t have any prospective clients that you can meet with, it may be a good time to take advantage of the break and go on your own vacation!
One of the most impactful things you can do when a prospective client is leaving for a vacation is send a gift. If you know someone is going away, take the time to give them a going away present that will show the customer you care. This shows you are thinking about them and are making a connection in a genuine way.
If you can send a going away gift this will help you to stand out from other salespeople and help you foster a relationship that will leave a lasting impression on the customer. They will remember the gift you got them and are way more likely to follow up with you when they get back into the office.
The best kind of gift you can send is something that you know the customer would actually want. This way you are showing that you are thinking of what they want and not just sending them a t-shirt with your company logo. Instead try to send something more personable that’s still appropriate and from the perspective of something the customer would actually want and use.
Making sales around the holidays can be tough but it’s not impossible. You may have to be more persistent than you’re used to but if you keep at it you could make new client connections. If you are someone who is leaving all of their sales deadlines to the very last minute you may want to re-evaluate your planning skills.
Instead of waiting until the last minute to plan your sales meetings, start planning them before the holiday comes up. This will keep you on a better track for reaching your sales goals. A personable gift is something that can go a long way and make a huge impression on a prospective client.
You want to be doing everything you can to stand out from the crowd and this will set you apart from your competition.
Be sure to listen to all of episode 557 for more details on why persistence and planning is so important when it comes to meeting sales deadlines around the holidays.
Thank you so much for listening to Sell or Die! We hope that this episode helped you understand the importance of planning for your sales deadlines and how impactful a going away gift can be to a prospective client.
If you enjoyed this episode please take a second to rate & review. Each review helps us help more people just like you make a difference in this world! Don’t forget to take a screenshot, share it in your Instagram stories, and tag us @jeffreygitomer and @jengitomer. See you next week!
Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.
Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!