MAXIMISE DECEMBER: 3 EASY SALES STRATEGIES FOR END OF YEAR

Just like the rest of the world slows down in December, the business world does too. Before the Christmas break, more people are taking annual leave and holding off on investing before the new year budgets come through.

But if you’re a savvy salesperson, you know it's the perfect time to rev up. Why?

• It's a great time to build casual, stress-free relationships.

Even if you don't get an immediate deal out of it, persisting in building connections and learning about the company's new year plans will help build rapport and understanding.

• Most salespeople are slowing down.

They have less energy to make any drastic movements, and maybe even less incentive as they're waiting for 2024 motivation. So whilst other people are taking it easier, you’ll be putting in that last bit of effort that stands out in a weaker competition.

But with practically less than a month left of the working year, no one wants a long, complex strategy where by the time you understand what to do it’s December 22nd.

So here are 3 easy, practical and relevant strategies to implement today so you can make the most out of December.

BUILD RELATIONSHIPS CASUALLY

Just like you’ll be attending office parties and catching up casually with coworkers, have that same mindset when it comes to your prospects. Stay professional, but stay casual. Most decision-makers won’t be in the ‘decision-making’ mood at this time of year, so being forceful may only damage the relationship long term.

As a salesperson, you have to stay relevant. The same way you adapt your approach to suit different clients and industries, adapt your approach to the time of year also.

It's the perfect time to build rapport and relationships in a stress-free way.

• Attend industry events

• Catch up with clients

• Get an idea of how your prospect’s 2023 went

Focus on understanding your prospects' plans for the upcoming year rather than pushing for immediate deals.

If you get a deal, happy days. If you don’t, you’ve still built a groundwork that other salespeople will be scrambling to do in January, whereas you’ll be able to focus on making a move in the new year.

MAKE A MOVE WHEN OTHERS AREN’T

This one is simple. As mentioned at the beginning most salespeople slow down mentally during December. This means fewer calls are being made, and less enthusiasm is being shown.

But by putting in that extra effort you stand out in a weakened field.

• Block out an hour a day for cold calling

• Meet more prospects (this is a perfect time to take them for a roast)

• Stay consistent on LinkedIn and build a personal brand that others are neglecting

OFFER LIMITED-TIME INCENTIVES:

The end of the year is a time for deals. Whether it’s Black Friday, Cyber Monday, or Boxing Day sales, conglomerate companies put so much time and money into marketing for these events. Yes, they’re annoying, yes our inboxes are being filled with 40% discounts on tech and clothing, but it works.

Sales is psychological and Christmas time is the best time to feed off of that. Just like individuals get FOMO (fear of missing out), companies do too.

Create a sense of urgency by offering limited-time incentives. Whether it's a discount, exclusive access, or a bundled deal, make it clear that these offers are valid only until the year-end. This not only motivates prospects to make a decision but also capitalises on the psychological impact of a closing window.

Make sure your prospects understand the value of acting now rather than waiting until the new year.

- Written by Shannon Matthews

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