Through the holiday season is a critical time to follow through on a sound strategy that will keep your sales not only stable, but gaining in momentum. There are many things to take into account while selling during this time of year. Emotional Mix The holidays are both special and tricky for salespersons because they bring about a mix of emotions in everyone, ranging from joy to sadness, and even irritation. The irritation part comes from different areas including: traveling, public crowds, and the constant bombardment of sales, advertisements and other luring promotions. Making a sale during a time when a prospect could be experiencing any set of emotions, may require some adjustments to the sales delivery method. Time/Scheduling Issues Due to the close timeframe of the holidays and their placement at the end of the calendar year, there can be additional difficulties for salespersons. People will be taking days off to spend with loved ones and to go out of town. This could make it difficult to reach a decision maker, whose time in the office may already be accounted for. Another issue that comes with the end of the year can complicate the sales cycle. For many organizations, employees are limited to the amount of paid time off that can be carried forward into the next year. Many employees will take off the time that would be lost, therefore making it hard for the salesperson to reach a potential or current client.

If you received this from a friend and would like your own subscription, enter your email in the box below.   SFI has free white papers on effective sales pitches and designing top performing sales teams available at our website.   SFI has generated thousands of customers and millions in new revenue through use of their S.O.L.D. process. See what else our clients have to say about us.

Financial Outlook
Keep in mind that while this time of year can cause people to loosen the purse strings, it also means that prospects are looking for better deals and are budgeting their spending, as to successfully balance the books and show a particular margin of profit come the close of the season.

Work with the Season
With these potential issues mentioned, don't get discouraged by the effect of the holidays on your sales technique. You just need to creatively work with it and around it in order to break through the clutter and schedule issues. As always, understand your client and prospects' issues, and prove you are knowledgeable and able to work with them to help solve some of these issues with your product or service.

1. Timing - Try calling or contacting on days which do not immediately surround any of the season's holidays. Once you reach the prospect/client, understand their time crunch and make a firm appointment for their earliest convenient time. This may not be until the holidays pass, but you'll have a solid date scheduled with time to plan your sales message.

2. Special Offer - Make special offers that will grab their attention and warm their hearts. For example, with this upgrade of product xyz a donation of $_______ will be made in your name to _________ charity.

3. Diversity - The season brings a diversified mix of celebrations for many people. Be appreciative of the particular holiday which others celebrate -- if you know either Christmas or Hanukkah is significant in your client or prospect's life, by all means recognize that. Just don't assume everyone celebrates the same holiday. If you are unsure of how or what to send as a holiday gesture to a client/prospect, if you have time and it's appropriate, ask. Discovering important traditions that your clients celebrate can be fascinating and open your eyes to even more ways to appreciate and better work with them. Also research what is appropriate for the particular holiday celebrated, or send thoughtful holiday greetings which anyone can appreciate.

Don't forget that the holidays are for enjoyment. Try not to put too much sales pressure on yourself. If you enjoy this season, your clients and prospects will take notice and will enjoy meeting and talking with you.

What is YOUR sales Challenge? Ask Max the sales questions you want answered. Ask Max.

About Sales Focus Inc. Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.

Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.

For more Information or to see if we are a good fit with your company, contact us directly, 866.840.8305 or 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while calling us or visiting our website.

Sales Focus Inc. 3210 Florence Road, Suite B Woodbine, Maryland 21797 P. 410.442.5600 F. 410.442.5102 Toll Free: 866.840.8305 URL: www.SalesFocusInc.com