Stop using summer as an excuse and start using it as an advantage. Use this quieter time to reach across the organization, strengthen backup contacts, or work on a skill you’ve been ignoring. When the sun’s out, the smart reps are laying the groundwork for their next big wins.
Don’t forget to check out last week’s top tip: My Top Tips – Asking for the Close!
For more strategies like this, check out my sales tip video library on YouTube…
If you prefer to read – here is the transcript:
So it’s June and I’m filming this video and sales reps are on vacation.
You might be on vacation, you might be at the start of it, just getting ready for it or in the middle of it.
And inevitably, at this time of year, sales reps say to me, I can’t sell, everyone’s on vacation.
So let’s talk about that…
The summer is a great time to be talking to your prospects.
And I think if you can’t sell them anything because people do go on vacation, you’ve got some other options to build and enhance your relationship.
It’s a fantastic time to do business reviews.
Why? Well, there’s always a week or two when everyone’s around.
It gives you a chance to have a more relaxed conversation, a strategic session, a longer session, a session in which people aren’t feeling like you are pressuring them to make a purchase in the middle of their fiscal year, or when no one is around.
It gives you an opportunity as well to build out your contact base.
Just because your prospect is on vacation, or your customer, doesn’t mean you can’t reach out to people around them.
High, wide, and deep inside the organization.
It’s a great time to shore up your back ups, right? It’s a good time to experiment with different modes of prospecting.
If you’re not used to making face to face sales calls, and that’s something you could do in your market, try it.
If you’re not used to working in LinkedIn or with AI, try it.
You know, you could also take a vacation because my feeling is, is that sales reps don’t always take the time allotted to them.
And so if you know that your business is seasonal and things are slowing down, then by all means take the time off, refresh and recharge, or do it so my other clients do during their big slow seasons, and that’s engage in training.
Take this time to do some coaching, some training, a read a book, hire a consultant, do an online course.
Use that time wisely.
There is always something that we could be doing to better our business, whether that’s building out new ways of talking to our customers, talking to new prospects or customers, or developing new skill sets.
