Home > Articles 2011 > Article 10 - Reviewing The Sales Year And Taking Advantage Of December 2011
Article 10 - Reviewing the Sales Year and taking advantage of December 2011
December is that time when business owners will look back on the year comparing, from a sales point of view, the areas that worked and the areas that didn’t. They also look at the next few weeks ahead to work out their sales strategies and how to generate as much revenue as possible before the end of the year finishes.
Selling from a Business To Business point of view is all about the following:
1. What can we close, invoice and deliver between now and Christmas?
2. What incentive can we come up with for the customer to order now and deliver in January?
3. How much can we build the sales pipeline for a good start in 2012?
Business To Business selling is all about the “now” factor and keeping that motivation. Closing techniques have to be at their very best in offering incentives to take delivery before Christmas. These prospects have to be 100% qualified, this means the sales person knows they are willing to make a decision now!
Suggestions to get those deals over the line...
• If I could offer you……
• As a finish to the end of the year, we are offering……
• Due to high demand, we only have a few dates for delivery between now and Christmas, does either of these dates suit you………
• We are running our stock levels down over the Dec/Jan period and we have an incentive for you to take delivery before Christmas
• A customer has just placed a large delivery order at a reduced cost, are you in a position to take advantage and tack onto their order?
Many sales staff take their foot off the accelerator between now and Christmas. But this is the time to close off on what you have developed throughout the year and build a BIG Pipeline for 2012!
Download our FREE guide - 12 steps to improve your B2B selling skills and enrol yourself into our B2B Sales Training Course for 2012. [Click here for dates]. Or why not have a KEYBA Sales Training Program customised for your business? Call 1300 4 ADVICE to find out more.
[Click here to download the 12 Steps to successful Sales]
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