With a little creativity and diligence, we believe that July and August can provide an advantage to those who work hard.
It’s worth mentioning that the summer is NOT an ideal time for some organizations to sell. A few examples are:
- Seasonal sales
- Selling impacted by manufacturing shut-downs
- Selling to educational institutions
I believe that in sales there are only results or excuses. The following are some excuses that I believe are most common:
- Executives are thinking about vacations
- Executives are on vacation
- No one is in buying mode
- Decisions will be made in the fall
- Executives work less hours
- “I can’t reach anyone”
Let’s concentrate on opportunity generation as the main hurdle during the summer. This includes cold calling, booking appointments, having meaningful meetings, and getting decisions.
The following are the motivators I use with my sales reps and clients:
- You can gain more mind share in the summer since there is less competition. After all, so many vendors write-off the summer months (or the reps do), perhaps even your direct competitors.
- Although it may be true that decisions are rarely made in the summer, companies do plan for the fall. Ask your team if they really believe that decision makers return in September and immediately open the purse strings? Companies plan in advance, so the summer is a good time to build curiosity and credibility.
- It’s true that some executives work summer hours. Stand out and be creative. Invite them out for a round of golf or make lunch reservations on a patio.
My favourite excuse is, “I can’t reach anyone”. For years my rebuttal has been, “Make more calls”. It really is that simple. Double or triple your reps call volume and I’m sure they’ll secure just as many meetings. The effort is worth it.
Diabsolut’s sales team has all realized sales success in the summer. You and your team can breathe easier in the fall with a bit of effort and positive thinking.