The other day my sister-in-law told me that I “had to eat ice cream with her because I was at risk of osteoporosis” and facing that kind of nutritional research I had no choice but to cave in. I think it’s going to be a long, fat summer.
As much as I enjoyed the ice cream I got to thinking, why do we need to find excuses or reasons to do what we really love to do? And on the flip side, do we also justify NOT doing what we know we need to do, but don’t want to do?
I think the answer to this second question is the reason why so many sales people fail. During the summer many sales people make the excuse that “no one is working” as the reason why they too stop making calls and seeing customers. Don’t fall into this trap. People are working, sales are being made, quotas are being hit.
For example in my business in the speaking community July and August are often sited as speakers as the “worst months” many speakers take the summer off because they say there is “no business”. Yet at Engage, July and August are often our best months of the year. And I openly joke with my speaking colleagues that we do well because none of my competition is working!
Seriously. I also know this to be true in many of your markets. The best time to sell is when your competition is resting. Take action instead of looking for justifications. This summer take a no excuses approach. Reconnect with your plan, make the calls, send your thank you letter, ask for referrals. Complete all the sales tasks on your action list and then add more.
Don’t waste time and money making excuses or trying to justify why you didn’t do the work. Just do the work! You will profit from it.
Dedicated to increasing your sales,
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