The holidays have passed us by, it’s 2010, and for those of us who hibernated for several days, it means it’s time to get back to work. Over the years I’ve seen an inordinate number of people give me excuses why it’s not the “right time” to sell someone right after the holidays:
- “Everyone’s hung over.”
- “People are hitting the ground running, and they’re too busy to talk to me.”
- “Their budgets have just been set for the year, and there’s no money for me.”
- “People have more important things to do, and I’m the last person they want to talk to right now.”
You can come up with a hundred excuses for every day of the year about why it’s not ‘the right time’ to sell. (In fact, my friend Lee Salz has a hilarious list of sales excuses for each month. If you’d like a copy, just e-mail me and put the word “EXCUSES” in the subject line. I’ll be glad to share it).
Here’s the reality: For everyone that isn’t quite ready to buy today, there are plenty of others who are ready to say “yes” to you. That’s right; TODAY. Now. This moment. Your job as a professional sales rep is to find them.
That’s what sales is. It’s not excuses about the lousy conditions, the time of year, the time of day, the weather, or any number of things that others use to justify their decision not to call someone today.
While there might be ‘better’ days to reach a majority of prospects than others, every day represents an opportunity to sell someone on the benefits of your team’s product. Right now, someone needs to hear about the relationship-building, the fellowship, the family time, the motivation, and all the other benefits your team brings to young and old.
Even on a day like today.
The holidays are over. It’s time to get back to work. Put a spring in your voice, an extra measure of enthusiasm in your presentation, and make 2010 your best year ever.