Month: December 2023

Don’t Let Feelings Overcome Mindset

If you really want true success, you have to train your mind to be stronger than your emotions. Our emotions have the ability to influence everything in our lives. Our emotions can be wonderful things, but when they go unchecked, it can certainly lead to a lot of problems. This is why it’s important to develop the right mindset.

A while back, I was speaking to someone about what it takes to have success. As I was covering the importance of consistent work habits, discipline, and commitment, I started feeling his disappointment. He expressed to me that he definitely would like to have the lifestyle that goes with success but when it came time to doing what it takes to achieve that success, he really didn’t FEEL like doing that. This is when I pointed out to him that his feelings have nothing to do with it. It’s not about whether you feel like doing it or not, it’s all about mindset.

Many years ago, I made a commitment that I needed to change my lifestyle in order to get to the life I wanted.

That meant giving up some things that quite frankly I enjoyed. I knew that it was going to require discipline, and it also meant that if I wanted to look good and feel good, I would have to do things that on many days I wouldn’t feel like doing.

This included waking up early and having a daily exercise program. I will admit that there are many days when I wake up in the morning and I say to myself, “I honestly don’t feel like working out today.“ That’s when I remind myself that my feelings have nothing to do with it. If I truly want success, I have to do what it takes in order to achieve that.

This applies to the business world as well. If you really want to have a successful life, you have to be willing to do what most people won’t do. If you want to be in the 1% club, for example, you have to be willing to do what 99% of people do not do. Success requires dedication, commitment, and consistency over a long period of time. There will be many days when you just don’t feel like doing what it takes. This is why it’s important to remind yourself to not let your feelings get in the way of your success journey. This is where the mindset makes the difference. Achieving great success in life depends a lot on your mindset. How we think will affect the overall success in our lives. When we understand that there are days that we will not feel like doing what it takes, the mindset of discipline will take over.


Many people drift through their life, not really knowing what they want to achieve. This is why it’s important to have clear and precise goals. You must write these goals out and make sure that they are specific. Make sure you have both short-term and long-term goals. So when the days pop up that you don’t feel like doing what it takes to become successful, your success mindset will take over remembering why you are doing the success plan. Whenever you feel, like throwing in the towel, this is when you remember. WHY you are consistently working and never giving up.


You will have challenges and difficulties along the way but, no matter what, you must stick to your daily routine. It’s what you do each day that truly matters. Success lies in your daily routine. You will find as you work your plan over a period of time, this becomes your success routine, which makes it a lot easier to do.


As you begin your new success journey, remind yourself each day that this has nothing to do with your feelings. Whether it’s business, getting healthy, exercising, changing behavior, etc., it is going to take a plan. Write out that plan and look at it every day. Don’t let any negative feelings get in your way. This is all about what you are trying to accomplish. Get your mindset right and go for it 100%.


There will be days when you just don’t feel like it. Do it anyway! Your future self will thank you. This is your time! Get on a consistent plan and go out and make it happen!

Happy Selling,

David

FRIDAY’S Top 10 Christmas Songs

It’s that time of the year again. When friends and family gather together to celebrate the winter holiday that is Christmas. I love the holiday season (As you can tell by the holiday themed blogs), everyone is so cheerful, there’s decorations everywhere, there is just something in the air that makes the month of December so merry. And lets not forget about the wonderful Christmas music that we hear everywhere we go. I will be listing my favorite Christmas songs that I have played on repeat during this time, and hopefully you will give them a listen and enjoy them as much as I do. Hard to believe Christmas is just a week away. 

So from the home office in Christmas Florida, here are

The Top 10 Christmas Songs 

# 10 “It’s the Most Wonderful Time of the Year” by Andy Williams

Andy Williams perfectly describes why Christmas is the most wonderful time of the year. As soon as this song starts playing you can’t help but think of all the great things that come with this time of year. 

# 9 “Wonderful Christmastime” by Paul McCartney

This is my personal favorite Christmas song. As soon as December rolls around this song will be played in my house non stop. It’s such an unusual sounding song but its the uniqueness that makes you enjoy it. Plus how could you go wrong with a Paul McCartney song lets be honest everything he creates is amazing.

# 8  “Do They Know It’s Christmas?” by Band Aid

Before Live Aid, this song was  the original plan for musicians to help raise money for the starving children in Africa. Band Aid was made up of some of the most talented and popular musicians of the time. They all joined together to create a musical masterpiece that would become something  so much bigger than a Christmas song. The song itself is fantastic, the melodies and musical arrangements are lovely, the singing is so great and you get a little taste of all your favorite 80’s singers in one song. This might be one of the most famous and monumental collaborations between musicians in a song in history. #7 “Last Christmas” by Wham!

There is no better example that best represents the 80’s contribution to Christmas songs than “Last Christmas” by Wham!, the vocals are truly exceptional and the music is perfect. You can’t help but sing along.

#6  “White Christmas” by Eric Clapton

Leave it to Clapton to take a classic Christmas song and add some awesome blues guitar riffs to it. Clapton’s entire Christmas album is fantastic and every song is stunning especially if you are a big rock or blues fan such as myself. Clapton takes these traditional holiday songs and makes them rock and roll which is really everything I want out of a Christmas song. I highly encourage you to listen to any Clapton Christmas song, but this one in particular is my favorite.

#5 “Christmas All Over Again” by Tom Petty and the Heartbreakers

This song is absolutely wonderful, and joyful. Such a cheerful tune, great chorus to sing along to, beautiful melody and great lyrics to get you excited for the Christmas season.

#4  “Have Yourself a Merry Little Christmas” by Kelly Clarkson

Kelly Clarkson slows things down in this song, making you ponder on the good things in your life and appreciate your family and friends that you have in your life as you listen. Clarkson’s version of “Have Yourself a Merry Little Christmas” is such a heartwarming and comforting song that makes you realize the real meaning of Christmas and the holiday season.

#3 “Jingle Bell  Rock” by Bobby Helms

“Jingle Bell Rock” might be the most perfect song for any Christmas party, it’s an upbeat groovy song that will get you dancing. Pour yourself some eggnog, invite some friends over and have a ball. This is the time to take a break from the hustle and bustle of real life and take a moment to enjoy those around you.

#2 “Santa Claus Is Comin’ to Town” by Bruce Springsteen

The BOSS’s version of “Santa Claus Is Comin’ to Town” lights every Christmas emotion within me and releases it in a rock and roll Christmas jam! It is impossible to listen to this and not sing along with Bruce singing at the top of your lungs. I love this song so much, it makes me feel like a kid again and get excited for Santa Claus to come.

And the Number 1  Christmas Song is…..

#1  “All I Want for Christmas Is You” by Mariah  Carey

Starting off with one of the most played Christmas songs  in existence, Mariah Carey seems to re-emerge from the musical grave once a year when everyone in the world plays this song. I’ll be the first to admit that no song quite gets me in the Christmas spirit as much as this beautiful rendition of “All I Want for Christmas Is You,” Carey’s voice is so powerful and does such an amazing job in putting you in a  cheerful and loving mood.

These are some of my favorite Christmas songs to listen to each and every year. They all do such a good job in getting me in the Christmas spirit and remembering the true meaning of Christmas which is to appreciate what you have and all of the wonderful people in your life, this is the season to spend time with those people and take a step back from real life for a moment and enjoy the little things.

Have an awesome weekend.

David

5 Christmas movies with lessons for salespeople

You don’t usually associate Christmas movies with lessons for salespeople, and that got us thinking.

To be honest, our premise was simple. Christmas movies are full of warmth. Sales is demanding and relentless. Could we get this warmth to rub off on salespeople, so they can find more joy in their job?

So I picked five Christmas movies and got to work. Eventually I didn’t have to work too hard because, well, Christmas movies have something for everyone. They’re Christmas movies, after all.

Here we go.

1. Home Alone (1990)

We start with a Christmas classic. An eight-year-old boy is left behind at home by his family when they set off on their Christmas vacation. Two robbers decide to target the house, and a series of hilarious antics follow. In the unlikely event that you haven’t watched this one, now’s a good time to start. I mean, like right now. I’ll wait. It’s worth it.

Back? Awesome! But what does Home Alone have for sales folks? One simple lesson. Remember the basics.

A family leaving their son behind sounds incredulous, but it’s happened. The lights, the gas, the windows—they’re always on our mind, but the children? They’re just supposed to be there, right? Not always, as it turns out. And that’s the kind of oversight sales folks can make too. We’re so obsessed with nudging leads down the sales funnel that sometimes, we forget the basics. Has that new lead received a welcome email? Has enough research been done before that call for tomorrow? What about updating a lead’s status in the sales CRM?

Sticking to the basics makes a solid impression on leads who’re checking out your business. And a solid impression can be the difference when the lead evaluates you against your competition.

2. Die Hard (1988)

Critics have debated for years if Die Hard is a Christmas movie, but I prefer to keep it simple. Think of Bruce Willis arriving on Christmas Eve to reconcile with his wife over her company’s Christmas party. The party is taken over by terrorists who actually want to loot the company. Bruce proceeds to knock the daylights out of the bad guys, saves his wife and ensures everybody goes home happy and safe. Sounds like a proper Christmas tale to me.With heavy-duty action, of course.

When you’ve just won a deal, it’s tempting to yell, “Yippee-ki-yay!” (followed by the un-Christmas-like word). But that’s not where we’re going. Die Hard is about how you battle it out when the numbers are stacked against you. One cop versus twelve bad guys is no joke. One salesperson juggling seven deals is no joke either. So what do you do?

Plan and execute.

Your deal pipeline will always have a bunch of deals vying for your attention. If you’re going for all the golden eggs at the same time, you’re killing your chances. Treat each deal on merit, look at which stage a deal is in, and make your move.

P.S. Being able to visualize your pipeline is a good way to start planning.

3. A Christmas Carol (2009)

A Christmas Carol is a novella written by Charles Dickens. Numerous adaptations have been made for the stage and for the silver screen; it’s so synonymous with Christmas that London’s Sunday Telegraph described Dickens as “The Man Who Invented Christmas.” It tells the story of Ebenezer Scrooge, an old miser, and how he is reformed by three spirits: the Ghost of Christmas Past, the Ghost of Christmas Present, and the Ghost of Christmas Yet to Come. It’s a tale about introspection, the futility of hoarding, and the importance of compassion.

Sounds too altruistic for sales? Perhaps. But A Christmas Carol has a takeaway that’s especially relevant for salespeople.

Reflect on yourself.

You know sales is not a “today” job; a win today is the result of a cumulative effort spanning several months. Therefore, make it a point to regularly take stock of yourself. Analyze recent conversations with leads. Which email worked? At what time did a call elicit the best response? Why was this month better than the last? In today’s times there’s no dearth of data. Use it to become the best salesperson you can be.

4. Miracle on 34th Street (1947)

This delightful movie—about a man who positively believes he’s Santa Claus—is rich in idealism and epitomizes the Christmas spirit of goodwill. It even has a scene where the protagonist sends Macy’s customers to a competitor for toys Macy’s doesn’t have! The whole honesty thing might seem like a bit of a stretch in the real world, but this is one quality that never lets you down. Even when you’re in a cut-throat job like sales.

Stay honest.

There are times when you know a lead isn’t meant to be. They could be asking for something your business doesn’t offer right now (and isn’t likely to offer ever); they might not have the budget. That’s the time to take a stand and move on. This is not an altruistic decision, it’s a practical one. A dissatisfied lead walks away; an unhappy customer takes your reputation with them. Call the lead to describe the situation and shake hands over it. Or drop them a well-worded email. Either way, don’t leave leads hanging on visions of a business you’re not.

P.S. If your phone and email are integrated into the sales CRM, it’s easier for you to reach out.

5. It’s a Wonderful Life (1946)

It’s a Wonderful Life is to Christmas what cheese is to pizza. When you’re Googling for “best Christmas movies”, you’ll find this movie at one spot: #1. And for good reason, too. It’s a Wonderful Life takes viewers into the life of a banker contemplating suicide, and shows how divine intervention helps him realize the value of life. For the Christmas season, that’s exactly the kind of feel-good fervor we all need. Two words sum up the movie’s essence.

Don’t quit.

A lost deal or a bad week at the office doesn’t mean there’s no chance of a comeback. Yes, mistakes suck. Yes, they can be demoralizing. But step back for a moment and think about everything you’re capable of doing for your team. Think about the difference you can make to the bottom line this month, this quarter, this year. And then step ahead.

P.S. A 360° view of leads helps you understand them better, and can eliminate missteps.

That’s it from us. Remember the basics, plan and execute, reflect on yourself, stay honest, and don’t quit.

I’m sure there are more Christmas movies we can take inspiration from. Let me know. 

Happy Selling,

David

The Greatest Salesman Who Ever Lived. Santa Claus?

Santa Claus is the greatest salesman who ever lived! Why do I assert that Santa is the ultimate salesman? To start, he has a couple of success stories most of us can’t compete with. First, he’s successfully run the same family business for hundreds of years. There’s something to be said for stability, especially over the long haul.

Second, Santa has a client base that expands every year — no matter the state of the global economy.

Can you or our businesses make those two claims?

But those aren’t the reasons I believe Santa is the greatest salesman who ever lived. Contrary to what you might think, his success doesn’t come from his business savvy. After all, consider the obstacles he has to deal with.

  • Business attire: Santa obviously doesn’t buy into the “dress for success” business attire philosophy. Power suits are fine but a red suit and hat, both lined with fur, is a little over the top in today’s casual business environment.
  • Delivery system: Santa’s remains way behind the times here. His “One Day Delivery” is literally that – you get your packages one day a year. He doesn’t seem to notice in today’s economy people want what they want, when they want it, and that usually means now. But the real problem behind “One Day Delivery” might just be his delivery method. I think you’d agree the U.S. Postal Service, FedEx or UPS would be much more efficient than eight tiny reindeer pulling a small sleigh.
  • Manufacturing: Some say Santa’s operation is too labor-intensive to survive much longer. After all, he’s competing with Wal-Mart, Amazon, Apple and other giant organizations. In today’s marketplace, how can any business can get by without automating? Perhaps if he automated a process or two he’d have enough inventory to open this store more than one day a year.
  • Efficiency: I realize Santa gives his product away for free but that doesn’t mean it costs him nothing. He has all those elves and reindeer to take care of. Food and lodging are bad enough but health care costs have to be crushing his profit margin! And what about worker’s compensation costs? If he automated at least he’d save a little money and might be able to take Mrs. Claus on a nice vacation – somewhere warm for a change!
  • Branding: All companies change their branding to fit the times and Santa might want to consider doing the same. After all, “Ho, Ho, Ho, Merry Christmas!” has gotten a bit old and stale.
  • Orders: I think Santa could fill orders much faster if only he’d just set up a website. And how about replacing all those last minute letters with email, text, instant messaging or a Twitter account? It has to be painfully slow for him to read all those handwritten letters.

So, all this begs the question, “Why is Santa so successful…in spite of himself?” In business if you continually land new customers and retain the old ones then you’re doing something right.

Here are six reasons Santa continually attracts new customers and retains all his current ones:

  • He loves his job! Could you do the same job day after day, year after year for most of your life? Could you do it and remain so upbeat and jolly? Perhaps, “Ho, Ho, Ho,” is his corporate culture and not just some slick branding slogan.
  • He genuinely cares for his customers. His goal is to meet everyone’s needs and all he hopes for in return is to see joy on their faces. Do you get joy from serving others?
  • He gets to the personal side of selling. Granted he’s not always accessible but he doesn’t expect clients to come to him. When he’s at his absolute busiest, with his deadline approaching and delivery date nearing, he can be seen everywhere talking with his customers. How he can be in so many places at one time I’ll never know. How often do you initiate contact with your customers, even when it’s inconvenient for you?
  • He creates an experience. A toy is just a toy, except when it’s from Santa. Because it only comes once a year and will be found under the tree on Christmas morning it creates anticipation and builds excitement! That’s so much better than getting something online or from some mail order catalog. Do you create an experience for your customers?
  • He adds value. When people hear the word “free” they often think “cheap” or wonder, “What’s the catch?” Even though Santa gives his products away we love what he gives us mostly because it comes from him. Don’t you have a few things you value above all others because of the person who gave it to you? Do your customers see you adding value?
  • He delivers on his promise. Santa does what he says and always delivers; no excuses, no extra charge, always on time! Can your customer count on you to be that consistent?

So there you have it, six reasons behind the success of jolly old St. Nick.

Did you notice that everything Santa does is within our power to do with our customers?

That’s right, there’s no reason we can’t do the same things Santa does. And here’s some welcome news for most of you – you don’t have to wear a silly red uniform while you do those things…. unless you want to.

Happy Selling,

David

Stay Motivated Through Christmas.

Christmas is a season of giving and I’m going to encourage you to get into the spirit. I have found that those that are givers seem to experience the most amount of joy in life. Now, I’m not just talking about giving money or donations. It could be just as simple as giving someone your time or helping someone that’s in need. 

Let me encourage you that if you have not considered yourself to be a giver, change that. No matter what you’re going through in life, you are truly blessed. Because you are blessed, be a blessing to others. If you see someone without a smile, give them one of yours. Make someone’s day brighter because they met you. 

The second thing I’d like to encourage you to do is to stay motivated. This time of year, when there’s presents to buy, people to see and places to go, it’s easy to get distracted and get off your success routine. Definitely enjoy your time with family and friends, but also make sure you stay on track throughout the holidays.

 As you think about the upcoming year, set some small goals so you can maintain your momentum. Take a look back at this last year and give yourself a pat on your back for the things that you have accomplished. Along with that, write out some areas that you would like to improve on. Remember that no matter what level we achieve, we always have room for improvement.

Accountability is a very important factor when it comes to having success. Write out weekly goals, monthly goals, and yearly goals. Make sure you keep revisiting these as a reminder of why you are doing what you are doing.

Take a look at your inner circle and understand you may need to change some of them. Is your inner circle also known as a complaint department? If it is, it’s time to get some real mentors in your life. I’m talking about someone that will help and encourage you to reach your full potential. Remember, you are who you hang with. Be part of a winners circle. Encourage each other and celebrate one another’s success.

 As you start writing out your goals for the new year coming up, it’s important to start getting into your success routine. We all know people that are going to do something amazing next week, next month, next year, etc. etc. Procrastination is a killer of success. Make the decision to get into a success routine today. Start small and start right where you are at. As you begin to do this, carry that momentum into the new year. 

Finally, visualize yourself achieving your goals. Celebrate all the small victories along the way. In order for your dreams to come true, you must visualize yourself achieving them. Look forward to the celebrations that will be coming. You will have challenges along the way, but with your commitment, your dreams will come true.

So this Christmas season, be a blessing to others, and stay motivated and carry that momentum right into the new year. Your future looks amazing!

Have a fantastic Christmas season!

David

It’s a Wonderful Life

During the winter holiday season, “It’s a Wonderful Life” airs frequently on major and local TV stations. In case you haven’t seen it, here’s a synopsis [Warning: There are spoiler alerts]:

From childhood until adulthood, the movie follows George Bailey, who dreams of leaving the small town of Bedford Falls to see the world. Through a series of selfless acts he ends up taking over his family business, the Bailey Building and Loan Association, and he remains in Bedford Falls…just in time for the Stock Market Crash of 1929. His loan company ends up $8,000 short on deposits through a mistake made by his uncle. With his life in shambles, George contemplates suicide until his guardian angel comes to change his mind and save his life.

There’s some great entertainment in this story, but there are also a few great lessons as well.

Each of us was put on this earth for a reason. We all have specific gifts. The sad part is that most do not reach their potential because they are simply wasting their life away.
We have all heard the cliché “Every day is a gift”. Do we truly live our lives with that philosophy?

For example, take inventory of your daily routines. How much time is wasted on unproductive things? Think about how much time is spent on watching garbage TV and scrolling through social media. You will be amazed by the time that is wasted.
Are you taking advantage of the opportunities coming your way?

I have met so many people with so much potential, but they waste their talent because of laziness. There’s way more to life than just living day by day, following a mediocre routine. Unfortunately, this way of thinking is just wasting your life away.


Time is your most precious commodity. It is time to live your purpose. Our philosophy should be to invest in causes that will outlive us. This is truly the opposite of waste. The time is now for you to reach your full potential and to make a commitment to fulfill your purpose in life.


First, you must believe that you are a valuable person with something to contribute. You truly can make a difference in other peoples lives. Your gifts are there for a reason. Believe in your full potential and make a difference.
Write out some specific goals so you know exactly which direction you want to head. Create a roadmap for reaching your potential. Set short-term and long-term goals. Put a plan together and take action.


If you truly want to live a wonderful life, you must start using your gifts to serve others. Shift your focus from yourself and be a blessing to others. A standard for a successful life is found in serving others, and that includes the ones closest to you.
Remember that happiness is a choice. When we need others to make us feel worthy or happy, we are undermining this great truth. Choose happiness.
A growth mindset will always bring value in your life.

It is difficult to waste your life when you are humble and open to new ideas. Adapt the idea of continuous learning. Learners ask questions rather than acting as if they know everything.


The time has come to start living your life rather than wasting your life. Take a look at your inner circle. You are the average of the five people you spend the most time with. Make a commitment to start surrounding yourself with the right people. Find people that are in life where you want to be and start learning from them.


Finally, you must accept the fact that difficulties and challenges are part of life. Use all of these as growing and learning experiences. If you have found yourself complaining about things, it’s time to get rid of this negative thinking. Complaining and moaning eats time away. Complaining makes it harder to be productive and happy. Do not waste your time complaining and miss out on these wonderful opportunities that are ahead of you.


This is your time! It’s time to make a difference and start living your life to it’s fullest potential. No more wasting time and no more wasting your life away!

Start today with a new attitude, a growth mindset, and a servant’s heart. Give your very best, and go out there and achieve your dreams! You’ve got this!

Next time “It’s a Wonderful Life” comes on I hope you take a few minutes to watch it. It may be a classic, but its lessons about life and that never get old.

Happy Selling,

David

7 Tips for Successful Prospecting During the Holidays

December is a tricky time to prospect. You have year-end when people are trying to wrap up projects or close the books. Staff people of all levels are spontaneously out of the office, squeezing in their last vacation days before they lose them. Holiday parties and long lunches expand to Wednesday, Thursday and Friday. Companies (like ours) close between Christmas and New Year’s, or people just take the whole week anyway.

Reaching prospects is slow – sometimes painfully slow compared to other times during the year.

And yet, when you reach prospects, suddenly you find that they’re willing to chat longer. It doesn’t matter if they don’t know you yet and you cold-called. In December, they’ll open up and share their challenges, desires, decision criteria, upcoming projects, contract duration, budget, what they’re doing over the holiday, when the kids get out of school, how they can’t seem to find the perfect gift for their significant other, and why Sally can never make a decision.

If you can reach them, they’ll just talk. And talk. And share – a lot.

So, while December may be a difficult to time to reach people, don’t give up on prospecting. When you do reach contacts, you discover a treasure trove of information both business and personal. The conversations turn from five-minute prospecting calls to 20-minute relationship building.

Below are 7 tips to help you reach prospects, uncover last-minute sales in December and set you up for a fast start in January.

1. Keep at it. Be persistent. Our research shows that with cold calling it can take at least 9 attempts to reach a new prospect. In December it’s going to take all 9 prospecting attempts. Call every few days. Send follow up emails. Stick with it. It’s going to be hard to catch prospects, so persistence and frequency are critical. Call, email, reach out through LinkedIn, call some more. If you learned our Follow-up Strategy in our  training, follow it closely.

2. Leave a voicemail.  with a promise to call back. December is a critical month to leave voicemails. With the light holiday spirit in the office, things drop through the cracks. Your call is easily forgotten even when it’s a priority. Leave a voicemail and include a promise to call back – then see #1 and do it.

3. Use calendar invitations.  to request a quick 20-minute meeting. The closer you get to the holidays, the greater the likelihood that contacts’ calendars will be open if they aren’t taking time off. Your 20-minute conversation will extend well beyond that, and you’ll walk away with new opportunities. Remember, if prospects don’t decline or accept, call anyway. Your appointment may still be on their calendar. Even if it’s not, you may catch them at their desk

4. Prospect with holiday spirit. This isn’t the month for a serious, dry voice. Of course, you don’t want to sound unprofessional, but this is a happy time of year no matter if you celebrate or not. People are lighter. Let your voice reflect this fun time of year. Is your value proposition different? Not really. It’s your delivery that’s different. Smile. Remember the tip to use a mirror so you can see your expression when you call? A mirror helps you be jovial this time of year.

5. Drop by. If you work in an area where you can do drop-by cold calling, December is a perfect month to integrate it into your prospecting strategy. Receptionists will talk more freely. Bring holiday cookies to top prospects you haven’t been able to reach all year. If your contact is in the office, there is a greater chance they’ll come out to greet you than at any other time of the year. (Unless they’re heads down in year-end, and then you may have to settle for plying the receptionist or another staff person for some information.)

6. Party it up. Prospects are going to all those holiday lunches and parties, so take yourself off to those parties when you’re invited. Local associations, Chambers, leads groups and membership organizations all seem to have some type of holiday event. Network with the intention of chatting and establishing more personal relationships with people. The treasure trove of information flows at holiday gatherings just as it does in one-on-one phone conversations.

7. Prospect on Fridays. Don’t stop prospecting on Fridays or even the last week in December. A higher percentage of your prospects will take Fridays off, but those who are in the office often aren’t in meetings because of that. Set aside Friday mornings to prospect and maybe even some Friday early afternoons. You’ll reach a lot of voicemail – and be rewarded with quality conversations when you reach a decision-maker live.

While all other sales reps are sitting back to wait for the holidays to be over, it’s the perfect time for you to cold call and find more leads. Whether you do it over the phone or drop by offices, prospects are more relaxed and willing to have conversations. You’ll uncover last-minute sales for December and get January off to a fast start.

Prospect all holiday long!

Happy Selling,

David