TIS THE SEASON TO BE JOLLY

Ok, we all know that the holidays are either here (Chanukah) or coming (Christmas) and a lot of the people and companies we are calling on are in “HOLIDAY” mode. So what do we do now? Over the years that I have been in training, I have had this question asked of me hundreds of times.

The answer is very simple, you do what you do best, SELL! What do I mean by this, easy, I mean you keep making the sales calls, you keep showing your product or service, and you keep closing.

The month of December is as good a month as any other IF your expectations are realistic. Let’s look at some facts. Many companies have budgets that are based on the calendar year, this means that they are in the last month of the budget. This can mean one of two things, they are out of money OR they have to spend the rest of their budget before the end of the year. In today’s tight market most companies don’t over budget so the first option is usually what you are running into.

Now let’s look at running a business. Just because your budget money is running low or is gone for the year, does that mean you stop doing business? NOPE, it has got to be business as usual to maintain your flow of goods or services. Here is where the problem is, as a rep you are out in the field or in your office contacting customers that are torn apart by needing your goods or services but not having the money to pay for them.

Wednesday I wrote the blog “VALUE ADDED SELLING MAY NOT BE WHAT YOU THINK IT IS”. I talked about adding value to the buyer making the buyer a hero within their companies. Here is a perfect opportunity to ADD VALUE to the buyer. You as the rep need to know what you can do to help a customer get what they need NOW. Be PROACTIVE! Go to your manager and ask him or her what you can do for customers in this position. Go to your credit manager and ask what can be worked out as far as payment goes. DON’T MAKE YOUR CUSTOMER DO IT! This can be very embarrassing and the simple fact is they won’t do it.

Think about it, the customer needs your product or service now. They don’t have the money in the budget to pay you. You come to them, without being asked (remember asking for credit IS embarrassing) and you tell the customer that you can arrange for billing to be put off until their new budget kicks in.

Do you think you have added value to the customer? Absolutely, he or she can now run their business seamlessly through the first of the year because of YOU. Do you think the customer values you more? Absolutely, you made them a hero which in turn makes you a hero. Do you think that you have solidified your relationship with that customer? Absolutely, customers remember the suppliers that went the extra mile for them and usually reward them with LOYALITY.

Get out of the END OF THE YEAR SALES BLUES and start thinking of how you can make this the SEASON TO BE JOLLY for you and your customers!

Lorin