Your Two-Month Sales Plan

Good morning!

Years ago, I saw Joan Rivers do two shows in the same night. Her manager was standing next to me for both.

Her first show “killed” (comedian-speak for “was great”). I anxiously awaited the second show but was almost immediately disappointed to learn something that is now ridiculously obvious to me: It was the same material as the first show.

When I pointed that out to her manager he replied, “true, but this audience doesn’t know that.”

What an idiot (me, not him)! Of course they didn’t know that. They were hearing her for the first time, not the second like me.

I say that all to set up this sales tip, an idea I have shared many times over the years in the past. For some of you, this will be the first time hearing it. For others, after you are done with your eye-rolling, maybe you will listen to me this time …

As we begin the second half of the year, I want you to think about the following:

1. You have nine weeks until Labor Day;
2. That is a finite amount of time;
3. Be thinking about where you want to be on the day after Labor Day.
4. Create a sales plan for July and August;

And it’s that last point where I suggest you start.

Sit with a pad of paper and dream about Sept. 7. Where do you want to be? Answer that question in terms of sales and really put a lot of thought into it.

Then …

Figure out what you need to do between now and then go make that happen.

Another point I’ve made in the past is this: Your summer sales were determined by what you did or didn’t do in the spring. Now is the time to create a sales activity plan that will determine your sales volume for the fall.

In tomorrow’s blog, I will give you some pointers on how to come up with that detailed plan. Today, I want you to ponder Sept. 7.

Let’s make the most of these next 9 weeks.

Bill Farquharson can be reached at 781-934-7036 or through The Sales Vault at BillFarquharson.com.