Edit ModuleShow Tags

The summer sales excuse


Summer is in full swing. The weather is hot, vacations are plentiful – and so are the excuses for not prospecting. 

Be honest, do you say or think the following excuses for not prospecting?

“Everyone is on vacation this week (this was a great one to use the July 4th week), there is no point in making my dials, no one returns calls in the summer” and many more. If you’re using these excuses, you are not alone, but you are missing out!

One of our sales associates shared his prospecting results for Tuesday afternoon, July 3, plus the Thursday and Friday after Independence Day. Our sales associate reported a much higher than normal record of “significant conversations” because business owners and executives were often the only ones in the office and answered the phone themselves. The gatekeeper took a vacation that week.

We know that amateur salespeople frequently don’t even try to prospect on those days, as well as many other summer days, because they believe no one will be there to answer; or they buy the “call me next week” or “call me after the holiday” stall. The bottom line: that's a myth. Many business owners or key decision makers are working, and if you are not prospecting them, your competition will.

Remember: Your client is your competition's prospect!

Edit Module
Gary Harvey

Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or gary.harvey@sandler.com.


Get more of our current issue | Subscribe to the magazine | Get our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

How do elections impact your money?

Politics are very important. But it shouldn’t be the number one decider for your investment actions.

Why the phrase "work-life balance" is so vexing

We don’t strive for work-life balance, as the two never are in balance. Instead, we strive for work-life harmony.

How to create an inspired team

The person who combines technique with inspiration will eclipse the leader who only relies on technique ― every dang time! Can you learn inspiration? I don’t think so. But can you find it?
Edit ModuleShow Tags

Thanks for contributing to our community-- please keep your comments in good taste and appropriate for our business professional readers.

Add your comment: