December can be a challenging month for sales people. Many of our prospects are either busy or in full-on party mode. There is a genuine temptation to blow off December and join in the festivities. Don't allow yourself to be distracted by the siren call of the eggnog. December may be the most important month of the year for you.
You can not afford to write off one twelfth of your year. The contacts and appointments you make in December will ensure a good January and get your new year started off with a bang. If you slack off in December you will be starting January with your sales pipeline empty. This will make achieving you January goals extremely difficult and force you to play "catch up" all year long.
December is a great time to talk to clients about their goals for the coming year and to secure commitments for advertising. Many service businesses are slow this time of the year and you may be able to get more time from these customers. Your competition may be able to take December off, but you can't.
Keep smiling, keep selling.
Thanks, Jim Busch
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