I have been in sales for a long time and one mistake I see many take is to follow the crowd and check out of the game during the various vacation seasons during the year. How many Holidays are there nowdays anyway? Thanksgiving, Christmas, Hannukah, Easter, Valentines Day, Memorial Day, Labor Day, MLK Day, and on and on. I understand the need to take breaks and spend time with our families and these are great times to do those things. These are also good times to get ahead while others are resting. The phones are not ringing off the hook in our prospect's offices. They are not inundated with meetings and other salespeople trying to grab their time. They are often in a more productive and open frame of mind. It is sometimes pretty easy to set appointments during this time because it sounds less threatening to their schedule to say "let's set up a time next week to get together".
Many times the gatekeepers are on vacation. How many people do you know that take the day off before or after an official holiday? If you have the opportunity to work during these periods of time, take advantage of this time to get in touch with those people that are historically tough to reach. Take advantage of your time with your families as well during the year, but if you are going to work, make the most of it and be aggressive. In the sales game, there are usually a few winners and mostly losers. The 80-20 rule is definitely alive and well in sales today. 20 percent of the people do 80 percent of the business.
The winners make things happen and usually work the hardest. The losers make an excuse for everything including sitting around doing nothing at every opportunity. "It's a slow time in our business – what's the point?" "It's Thanksgiving week so the whole week is shot ….. nobody works on Friday in the summer. The winners usually are the ones that keep their heads down and stay with their plan. The winners take vacations and refresh themselves occasionally, but when they are at work, they always go at it full speed.
These times that many are taking it easy are often the times that real decision makers are available. How do you think they got to be the boss in the first place? It is often because they were the ones that worked when everyone else was taking it easy and they still do it today. You may not catch everyone during these historically down times, but you may just catch some of the people that are the hardest to reach.