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One Easy Strategy Helps Grow Our Year-end Business

A common theme is that more business finalizes before year-end than at any other time. But sadly, those who aren’t trained in sales are left in the dark on how to get past the overwhelming number of ‘No’s!’  Our blog offers insights on how to pick up the conversation in a friendly style, earning the title, ‘One easy strategy helps grow the year-end business.’

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One Easy Strategy Helps Grow Our Year-end Business

Image by Geralt via Pixabay

Long ago, while in the corporate sales arena for eleven years, my ‘competitive teammates’ were shocked by the sales I brought in at year-end because they disagreed with my sales style and believed I would fail. Moreover, they sarcastically laughed at my conversations with prospective clients while I was on the phone.

But one easy strategy relaxes everyone we meet during the selling process. The method entails being respectful of all while changing the business topic to one that is more interesting to everyone. One example is to ask, ‘Are you looking forward to the holidays, followed by, ‘Do you have special plans?’ 

Be prepared for a surprise on the recipient’s end, followed by an honest relay of their expectations. This is the gateway to building the relationship that will likely convert to discussing business goals before the year ends. Typically, people are so surprised by the interest in their activities that they raise the topic of concluding business before December 30^th.

Previous Negativity

Suppose you encountered someone who previously stated, ‘We don’t have the budget; don’t bother me again!’ Will you have the nerve to reach out to them and wish them a good year-end? Most people will not, but I can tell you that doing so throws them off ‘their game.’ They are so surprised by the good nature of the call that they, too, pick up the conversation and often invite a proposal.

The ’No Plans’ Response

Beware that a small percentage of people you may ask about their year-end holiday plans will admit to being disappointed to have none. It can be awkward, but you can save the moment for the better. One reasonable response is to say you are hopeful they find something special to occupy their time. The add-on is to kindly suggest they consider seeking out a community that may need their help. It doesn’t have to be about business; it could be, for example, planting gardens or helping in a food kitchen. The possibilities are endless.

This type of response often brings a happier tone of voice to the other person, as they admit they never thought of doing something like that but realize it’s a good idea. The question moves them away from self-pity to recognize that others are in worse shape, and the person sees that they may be of service, giving them meaning for the holidays.

Conclusion: One Easy Strategy Helps Grow Our Year-end Business

My take regarding the sales profession is that it doesn’t have to be merely a numbers game. If needed, the game should be solely among the office representatives. However, communicating with individuals is far more effective when it’s personal. Even better is to turn the conversation, when possible, into the mindset of genuinely working for the greater good. Management may not want to hear that, but ultimately, the bonus is threefold:

1. You make the person in question feel better about themselves.
2. The greater good boomerangs back to help you earn business.
3. You win the numbers game!

For more Insights, Visit Elinor’s Amazon Author Page

Communicate to Attract Interest

Be A Story-Teller

“Believe, Become, Empower”

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Sales Tips: Consider How to Design Growth for Your Business

1. Commit to your long-term vision for accomplishment(s) to enjoy business success. 
2. Before work, review your goals and vision to then efficiently do tasks and maintain motivation.
3. Remember to put your clients’ interests first.
4. The ‘numbers game’ is only to be in the sales arena, not with prospective clients.
5. Take longer breaks during the weekend to allow your mind to wander and create new ideas.
6. Consider what motivates you, your community, and your networks to benefit many.
7. Always balance the bottom line with additional expenditures to ensure a solid footing.
8. Listen to input from others but pay strict attention to what matters to you most to proceed.
9. ‘Don’t give up – find a better way!’
10. Celebrate Success!

Today’s insights are provided to help you achieve the Smooth Sale!

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Elinor Stutz International Best-Selling Author

Elinor Stutz broke through barriers long before doing so was popular. Against all the odds, she defied the theme “women can’t sell” to become the top producer at every company she ever worked for, ignoring attempts to get her to quit.

Eleven years later, I lay motionless on a stretcher with an irreparably broken neck. Two visions appearing before me, and a brilliant gold light encasing my entire body, gave me a reason to believe I would recover. I wholeheartedly knew I was about to empower audiences far and wide. At the moment, I negotiated a full recovery with the promise to be of service. The surgeon and hospital staff anointed me with the title “The Walking Miracle.”

As the CEO of Smooth Sale, Stutz adapted the motto, “Believe, Become, Empower.” Believe in yourself; Become the person you envision; Empower your audience to do the same. Stutz is on the Social Media Committee for Inclusion Allies Coalition devoted to Diversity, Equity, and Inclusion.