C P R for Sales In December

O.K. so it's December, the holidays are upon us, folks have too much to do, and you clients or customers want to wait till the new year to meet with you. Ouch! You last two paychecks have been less than needed. You're kids want something for Christmas that you just found out about - and as the old saying goes...the older the boy the more expensive the toy (that also applies to girls) - and you sure could use a bonus!

I need help fast. What can I do? My sales need help.

The prescription for a slump in sales - C P R!

C = Calls

When sales are down and yet the need remains the same and the customer base is stable - there is only one solution (and probably one that you won't want to hear) - but the solution is MAKE MORE CALLS.

The only way to make sales is to make contact with prospective buyers. Regardless of how you make the calls...it still comes back to make the calls. Across the board, when sales are down there is one primary reason - we didn't make as many calls as are needed. Especially during holiday periods one must make more calls and do more in order to maintain acceptable levels of sales results.

P = Prospecting

Now, I started off talking about calls. Calls are a first step, but the calls need to be to folks who have a reasonable chance of buying in the time frame you need. Your prospecting must be focused. I could make calls to people who may be buyers out in the future - say next spring. Sure enough I would be making calls, but they would be ineffective if I needed the sale now. Therefore, my PROSPECTING needs to be centered around people who "should" buy now.

R = Results

Gary O'Sullivan (quoted in this blog) has said, "Every day you don't prospect, the next day you must settle for a lesser degree of performance." Gary is 100% on target. Making calls to effective prospects will always yield results.

When the patient is dying and CPR is administered there are two things that are always present: (1) intensity and (2) frequency. If we are to survive the holidays with sales in tact we must increase our intensity and frequency with CP=R.

Happy selling to you.