Okay, so traffic is slower in December. I get that. But it doesn’t mean that the month needs to be wasted. In fact, it can be one of the most exciting months of the year. Here are three things you can do in a slow traffic community: 1) Set your goals. Pick up Brian Tracy’s excellent book “Goals” and read through it (it won’t take long). Then take some time to set your 2012 goals, or at least goals for the first quarter of 2012. You’ll find that the year starts off stronger when you go in with purpose and intention. 2) Commit to learning a very specific skill. Read an article, pick up a sales book, look through your training material, or talk to your manager. But come up with something very specific and then practice it (out loud!) … Read More…

We’re all thinking about the Christmas season these days, but there is another season just around the corner. The “Selling Season”. Let me tease you with the idea that there is a selling message available to you for just the next several weeks that can really boost your sales. The “Selling Season”, as it is called, is actually a buying season. It’s a matter of historical record. From late January through May, in good markets and bad, there is always a surge in buying activity. That has happened every year for decades. It will happen again in just a few short weeks. How do you take advantage of that today? Two strategy points: 1) Explain the “buying season” phenomenon to your December prospects. 2) Ask them if it’s better to buy just before everyone else does, or to wait until … Read More…