How many days of selling do you think you have left this year? Doing the math and counting today, as well as Christmas as a holiday, the logical answer is 21 selling days. However, the real answer is that you have about 12 days of selling left this year.
Think about it: you have three days this week, five days next week, and four days the week of the 14th. If you think you’re going to get anyone’s attention on Friday the 18th, or any day of the final two weeks, then you need to reevaluate your plan. You should count any time you get with a prospect or customer during those final two weeks as bonus.
Ok, so you’ve got 12 selling days left. What can you do?
Write down the opportunities that can possibly close this month, determine a strategy to close each of them by the 17th, and then forget about them. Yes, the best thing you can do is complete the tasks necessary to close your end of year business and then forget about them – continue to work your prospecting plan and build your pipeline.
Most sales people obsess over a few opportunities in December and do nothing else. They lose perspective on these few opportunities and enter January starving for mid-funnel activity. Don’t get caught up in this vicious cycle. After you read this post, write down the opportunities that you can possibly close this month, the tasks associated with each of them, and then forget about them. Continue with your process during all those other hours.
