Are You Ready for a Successful Spring Selling Season?

By Amy O’Connor

No matter what you are selling, people like buying in the spring. Buyers shake off the cold, dreary winter and are ready for all things fresh and exciting! Here are the must haves for the spring selling season!

Spring Sales Success Key #1: Sales Momentum

Still hibernating? Well wake up and smell the buyers (not literally of course, they don’t tend to like that).

The key to spring selling success is starting strong. Have yourself organized and be fully ready to snag those first spring sales. Capturing sales early will provide you the confidence and social proof you need to subsist through the marathon that we in sales lovingly call – spring selling season!

Spring Sales Success Key #2: The Right Offerings for The Right People at the Right Price

People know what they want and what they don’t want. And here’s the rub, with all the choices available to buyers they are looking to eliminate you and they will do so – quickly.

Don’t have the right options? Gone! Aren’t priced appropriately? Bye-bye! Can’t deliver a superior experience? Finished!

While it might be too late to make major changes in these areas for the fast approaching spring selling season, it’s still not a bad idea to do a quick check on your offerings and allow yourself the flexibility to make any doable adjustments.

Spring Sales Success Key #3: The Right Mindset

Repeat after me. Everybody buys. Everybody buys. E.v.e.r.y.b.o.d.y BUYS!

Good. How did that feel? It should feel exciting and invigorating. And you have to believe that everyone who approaches you is a willing, able and ready buyer because if your mindset isn’t right, all the technique in the world won’t help you.

Spring Sales Success Key #4: The Right Technique

Now that your mindset is right, we can focus on applying the right technique.

As I’m sure you’re aware, there are a gazillion books on selling, sales technique, sales theory, etc. etc. etc. Many of these are great, and many of them are shamefully awful.

If you really want to test the appropriateness of your technique, ask yourself this question: “how would I feel if another sales person were using this technique to sell my mother?”

If you’d be okay with it, then you are probably using a customer-centered, mission-based selling technique. Bravo to you! Keep up the noble selling.

If you would not want that technique used on your mother, then stop it. Stop it right now. What you are doing is not okay.

Go read some Stephen Covey and Jeff Shore to get yourself straight before stepping back onto the sales floor – trust me, you’ll be better off, more successful, and your customers will thank you for it.

Spring Sales Success Key #5: Powerful Closing Questions

Remember buyers want to buy – we just need to help them.

One of the best, most effective ways to help buyers buy is to ask them strong closing questions all the way throughout your presentation. Allowing them the opportunity to make small choices will prevent them from becoming overwhelmed. Enough small yeses leads your buyer to an easy big yes that feels both good and natural.

And don’t be afraid of the final close. Asking for the final sale is both respectful and clarifying.

So, are you ready for spring? I know I am. Spring selling season – here I come!


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About the Author: Amy O'Connor

Amy O'Connor
Amy O’Connor brings a decade’s worth of industry experience and knowledge to her impactful and enlightening seminars. Working hand-in-hand with a majority of the top ten homebuilders in North America — as well as private and regional builders — Amy offers a wealth of real-world expertise managing, coaching and motivating new home sales professionals. Learn more at jeffshore.com and follow Amy on Twitter.