Tuesday, July 7, 2009

Summer Sales Tactics

I know...it's summer and people are out of the office, no one's spending any money, and you may as well not come to work because you won't make any sales anyway - right? WRONG! You can make sales in the summer - you just have to make a few adjustments. Here are a few from sales trainer Mike Brooks.

Make more calls before noon. In summer, most people can't wait to leave the office and enjoy the sunshine while it's here. It's a proven fact that during summer most of the work, and attention given to that work by employees, takes place during the morning hours.

You need to capitalize on that workflow energy and dedicate yourself to making as many of your calls as you can before noon. That doesn't mean you stop calling after noon, but try to put off your other activities like paperwork, quotes, etc., until later in the day and do the bulk of your calling in the morning.

Also, try to make an additional 5 calls per day. If you can accomplish that, you'll put in over 315 additional calls this summer. That, combined with morning calls, will pay off for you big time.

Be prepared to talk vacation. Need an instant rapport builder? Ask your prospect where they are vacationing this summer and then let them talk! Did you notice that I used an assumptive question here? I didn't say to ask, "Are you taking a vacation this summer," rather ask "Where are you vacationing this summer?"

After you listen and ask some questions about their vacation, it's time to get back to business. Try a good transition sentence like, "You know _________, many of my clients are taking vacations as well and they are making sure to get all the business done that they can ahead of time so they can relax and enjoy their time off. I'm taking orders now for (your product or service), how many (your product or service) do you think you'd like to order before you leave?"

Adapt that script to fit your selling situation, but use it after talking vacation - you'll get more orders than you think.

Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm

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