A Common August Sales Objection

Good morning!

It’s August and you are quiet.

Very quiet.

Too quiet.

Hmmmm … so, then what’s the best use of your time?

1. Well, since your office is a disaster, there’s organization. When you were crazy-busy you pushed that task aside. Get to it. Make mom proud;
2. You could always check in with existing clients. See what’s coming up for them this fall;
3. And finally, after all of the more desirable stuff is done, there is nothing left to do but … prospect!

The first step in any new business development process is to convince yourself to do it at all! Part of you is saying, “Don’t bother. No one is around.”

Fight the urge to listen to that voice. Why? Because that is what your competition believes. That makes it a perfect time to call.

Okay, so you pick up the phone, make some calls, and eventually someone picks up.

Woo-hoo! You got one!

Next, you need to be ready for a common August sales objection:

“It’s August. We’re quiet. Not much going on to talk about.”

Now, you could roll over on that one, promising to call back after Labor Day (prediction: You will never get them on the phone again) or you could try this response…

“But doesn’t that make this the perfect time to consider a new vendor? You don’t know what you don’t know and I might have some capabilities and ideas that will help your company. Sure, it’s quiet now. But, let’s take advantage of that quiet and see if we aren’t a good fit.”

Don’t assume this is a bad month for business.

Don’t get talked out of new business development by the voice in your head.

And don’t let “It’s quiet” stop you.

Make some noise!

It’s ideas like this that make up The Sales Vault. Visit SalesVault.pro or call Bill Farquharson at 781-934-7036.