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 30th.
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:
- You make the person in question feel better about themselves.
- The greater good boomerangs back to help you earn business.
- You win the numbers game!
