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How to Sell in the Last Few Days of December

How to Sell in the Last Few Days of December

SalesLegacy

There are just a few more days left to sell in December. What can you do now?

Evaluate your business and your time. Look at this year’s business. Have you identified your most important accounts? Are these the same ones that you spent 80% of your time? Just remember, most important customers are not just your largest accounts.

Most important accounts could be strategic for other reasons. They could be industry leaders who confer credibility to you and your business. They could be very profitable for you to serve despite buying less. They could be customers who you plan to increase your sales to by taking business away from your competitors. If you're serious about increasing your business then you have to spend time with the customers who will help you meet your goals.

Prevent burnout. Successful selling requires stamina and a positive attitude. They both come from taking care of yourself. Are you?

Salespeople burn out. I’ve seen it happen. Stress is very real for a lot of people with the Christmas holidays approaching. Your job is to realize that you and only you can manage the stress that impacts your selling.

Do you schedule downtime? For too many salespeople electronic devices make their workweek an uninterrupted on-the-job nightmare. I say that's got to stop.

You can choose to check your cellphone all the time. You can also choose to be "off the clock" one day a week. This means you don't check email during that weekend day. Think your work will suffer? I don't.

You simply tell your key contacts that you don't check emails on whichever day it is. Your job is to set boundaries for your life so you get the break you need. It's the only way to maintain your stamina.

Celebrate wisely. Now look at your calendar. Is it filled with business activities where you're meeting new customers, influencers and others who can help you in sales? I certainly hope so. December is the logical time for company and trade association holiday parties. You need to go. Just remember that it’s business.

Be positive, knowledgeable and professional. Now is not the time to blow your successful sales record with too many drinks. If you are bringing a guest to a company event, give that person a brief overview of who the key people are at your party. You will be judged by the company you keep.

This selling year is coming to a close. Just end it with some thoughtful actions that prepare you to start the new year off right.

Profile: Maura Schreier-Fleming

Maura Schreier-Fleming is president of Best@Selling, a sales training and sales consulting company. She works with business and sales professionals to increase sales and earn larger profits. She is the author of Real-World Selling for Out-of-this-World Results and Monday Morning Sales Tips. Maura focuses on sales strategies and tactics that lead to better sales results. Maura is a sales expert for WomenSalesPros. She is part of their group of top sales experts who inspire, educate, and develop salespeople and sales teams.She speaks internationally on influence, selling skills, and strategic selling at trade association and sales meetings, demonstrating how her principles can be applied to get results. She successfully worked for over 20 years in the male-dominated oil industry with two major corporations, beginning at Mobil Oil and ending at Chevron Corp. She was Mobil Oil’s first female lubrication engineer in the U.S. and was one of Chevron’s top five salespeople in the U.S. having sold over $9 million annually. Maura writes several columns to share her sales philosophies. She's been quoted in the New York Times, Selling Power, and Entrepreneur.