The coffee is brewing a little stronger this morning, isn’t it? You’ve opened your CRM, and the number is staring back at you. It’s the last full week of the month. For some, this day is filled with pressure. For the best, it’s filled with opportunity.
This isn’t just another week. This is the final sprint. Every call, every email, and every meeting carries more weight. The deals you close between now and next Tuesday will define your month. Forget whatever happened in the first three weeks—the missed appointments, the prospects that went dark. That’s in the past. Your focus now is singular: Finish. Strong.
Whether you’re one deal away from your quota or ten, this is the week to be surgical with your time and relentless in your execution. Here’s your game plan.
1. Triage Your Pipeline: The ‘Close, Nurture, or Pause’ Method
Your pipeline isn’t a to-do list; it’s a battlefield. You need to know where to deploy your forces. Open it up right now and categorize every single active prospect:
- Close (The Hot List): These are merchants who have a proposal in hand. They’ve given you a verbal “yes” or a “let me think about it over the weekend.” They are your number one priority. Your only goal with them is to get a signature on the dotted line. What do they need to move forward? A final question answered? A reference? A revised statement analysis? Get it to them today.
- Nurture (The Warm List): These prospects are interested but might be a week or two away. They’ve had a good discovery call, but you haven’t sent a proposal yet. Your goal here is to advance them to the “Close” stage. Send them a value-packed follow-up. Maybe it’s an article about chargeback prevention or a quick breakdown of how your gateway integrates with their software. Keep the momentum going, but don’t sink all your time here.
- Pause (The Cold List): Anyone you haven’t spoken to in weeks or brand new leads that just came in? Acknowledge them, schedule a follow-up for the first week of next month, and move on. Trying to take a cold lead from discovery to close in five days is a low-probability play. Your time is too valuable this week.
2. Create Urgency with Value, Not Pressure
Merchants don’t care about your quota, but they do care about their business. Create a compelling reason for them to act now.
- “Let’s get your signed up and the new rates locked in so you can start saving with the next billing cycle on the 1st.” This frames the decision around their savings, not your deadline.
- “If we can get the paperwork signed today, I can schedule your terminal installation for Thursday. You’ll be fully operational before the weekend rush.” This connects their signature to operational efficiency.
3. The Power of the “One More”
This is a game of inches, and the final week is won by the reps who are willing to do just a little bit extra. Embrace the “one more” mentality:
- Make one more follow-up call before you head home.
- Send one more personalized email to a prospect on the fence.
- Do one more review of a proposal to see if you can add a touch more value.
- Ask one more clarifying question to uncover the final objection.
It’s often that final push, that last bit of effort when everyone else is winding down, that gets the deal across the finish line.
4. Your Mindset is Your Greatest Asset
It’s easy to feel the pressure of the clock. Don’t. Every “no” you hear this week isn’t a rejection; it’s a data point that allows you to refocus your energy on a prospect who will say “yes.”
Stay positive. Stay organized. And most importantly, stay confident in the value you bring. You’re not just selling lower rates; you’re selling a partnership, reliability, and peace of mind for a business owner. Remind them of that, and remind yourself of that.
The clock is ticking. Let’s make every minute count. Now go close.
Happy Selling,
David
Payment Lynx Daily 