Selling During The Most Wonderful Time
If you sell women’s coats, jewelry, gaming systems, or snowboards, it may indeed be the hap-happiest time of the year for you. If you’re like the rest of us, selling during the holidays may seem like an “if only in my dreams” scenario. That doesn’t sound like good news, but stay with me on this.
The fact is that people are just plain distracted during the holidays. There is little space in a person’s head or schedule for the “other stuff” of life. Making a purchase decision that doesn’t fulfill holiday gifting is just not a priority.
Unless it is.
I have long held this equation for prospects:
Pain Drives Traffic; Confidence Drives Conversion
Our focus needs to be on the left side of that equation. Amidst the dizzying mass of events to attend, tasks to accomplish, parties to plan, cards to sign and elves to put on shelves, when a prospect contacts you or walks through your door you must understand that if they were able to, they would say this:
“I am in pain and I need help. Now! It can’t wait until after the holidays. Help me…NOW!”
This is great news for sales professionals. If you’re having a sales conversation in the next 30 days, it means you are talking to someone in pain. Solve the problem behind the pain…and you’ll change someone’s world!
About the Author:
Jeff Shore is a highly sought-after sales expert, speaker, author and executive coach. His latest book, Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, (published by McGraw-Hill in January 2014) illustrates Jeff’s innovative BE BOLD methodology and teaches you how to change your mindset and change your world. Learn more at jeffshore.com or follow Jeff on Twitter.
For more than three decades, Jeff has guided executives and sales teams in large and small companies across the globe to embrace their discomforts and deliver BOLD sales results. In a crowded field of sales experts and training programs, Jeff Shore stands out with his research-based BE BOLD methodology. Combining his extensive front-line sales experience with the latest Cognitive Behavioral Therapy research, Jeff has created a highly effective, personalized way to reset sales paradigms and deliver industry-leading results. Jeff doesn’t just teach you how to sell, he shows you how to change your mindset and change your world.
