Sales and the 'Santa Claus' Factor

Still waiting for that return call, or the prospect to finally pick up, or that contract to be sent back?

Great. I’m waiting for Santa Claus to finally show up.

The best salespeople are the ones that have their heads firmly in reality. They don’t suffer fools gladly. They’re impatient, see things in black-and-white, and believe in the simple sales process.

Show me a patient, head-in-the-gray-clouds individual who’s most comfortable in the world of maybes, and I’ll show you someone that doesn’t sell for a living. Or someone who still believes in Kris Kringle.

Every profession has its fill of mediocre, sub-par performers—the clock-watchers, time wasters, the folks who get in the way of the go-getters. Sales is no different. Unfortunately, a lot of the time you have to deal with people who deal with fiction, not fact.

Here are some clues that you’re dealing with Santa and not the real deal.

Salesperson: How does the decision making process work?

Santa: It’s done by a committee.

Salesperson: But who will be signing the contract?

Santa: We all do. The elves and reindeer and myself grab hold of the pen and sign on the dotted line.

If Santa leaves a voicemail that begins, “If you’re a vendor...” you’re in trouble.

When Santa says, “I’ll have an answer for you in a week,” and you set a follow-up meeting and he says again, “I’ll have an answer for you in a week,” cross him off your list and grab an eggnog.

When Santa says, “I’m so busy. It’s such a busy time of year. It’s crazy!” move on.

If Mrs. Claus says, “Santa doesn’t take cold calls,” make a note. In this case Mrs. Claus, also known as “Shirley,” may actually be Santa. The Santa she’s referring to might be the real thing.

If you ask, “Santa, am I getting a present (deal) or not?” and he answers, “Well, I’m not sure, call me in a week,” you know he’s not really Santa.

Making this holiday season a fruitful one, and remember, the only time you want to see Santa is at the Christmas party.

Cheers.