What are your goals for the fourth quarter? What will your process deliver? In order to calculate these numbers, you’ll need to understand how many working days you have this quarter. Like any other quarter, you should have about 65, right? Wrong, which leads us to our next strategy ….
Sales Strategy #2 for the fourth quarter: Assume the year ends of December 16th.
I’ve written about this strategy a few times in the past, but it’s worth repeating today. If you think you’re going to get anything done the last two weeks of the year, you’re delusional. You might. I closed two of my biggest sales on December 31st – one in 1999, the biggest party day of our lives. However, you can’t count on these two weeks as part of your strategy. It’s not that no one is working, but our customers use the holidays as an excuse to delay or prolong buying decisions. Do yourself a favor: assume the year ends of Friday, December 16th and you’ll be in a great spot while everyone else is scrambling. (If you’re reading this after 2016, just pick the logical last Friday of the year.)
I’m going to contradict myself a little bit tomorrow, but it’ll make sense – be sure to check it out.
