As we approach the end of another month in the world of inside sales, emotions run high.
Like the passengers on a roller coaster: some of you may be riding the wave of elation, having exceeded your quotas and personal sales goals, while already envisioning your commission checks. Others, however, might be grappling with a sense of despair, unable to even catch a glimpse of their sales targets.
Amidst this rollercoaster ride, we face additional pressures from sales managers pushing for that last dollar and product managers scrambling to meet their own goals with last-minute specials.
Plus, our customers are well aware that it’s month-end, and they’re on the lookout for deals, hoping to secure a discount or incentive by making a quick decision.
Before you keep reading: it’s crucial to emphasize that this advice does not suggest stopping your calls or abandoning closing deals. Instead, it encourages a strategic approach to month-end sales activities.
1. Customer-Centric Salesmanship: Don’t rush to close deals hastily. If you’re confident the order is yours, allow it to unfold in the customer’s timeframe rather than pushing your agenda. Remember, successful sales should always prioritize the customer’s needs and preferences.
2. Expand Product Sets: Consider offering something special to entice customers to explore additional products or services from your portfolio. Whether your company offers three or three thousand products, there are likely customers who purchase one but not the other. Month-end provides an excellent opportunity to introduce them to something new.
3. Maintain Confidence: Try not to dwell on the month’s impending end, as challenging as it may be. Confidence is key, and if you appear desperate, you’ll sound desperate. Customers prefer to buy from self-assured sales professionals who believe in their offerings.
4. Fill Your Funnel: Dedicate some time to cold calling and refilling your sales funnel. Remember, this is just one week in a long and fruitful career. Investing time in prospecting and filling your pipeline will help reduce feelings of depression and increase elation in the long run.
5. Capitalize on Success: Resist the temptation to rest on your laurels, even when you’re experiencing fantastic financial success. Keep your focus on building and expanding your sales pipeline consistently. Don’t wait until next week to make those crucial calls.
6. Harness Your Elation: Use your elation from successful sales to infuse enthusiasm and energy into your upcoming sales calls. An enthusiastic and confident approach can make all the difference, as people are more inclined to engage with sales professionals who exude excitement and success.
As you navigate the challenges and opportunities that each month-end brings, remember that your value lies in maintaining a customer-centric approach, expanding your product offerings, and preserving your confidence. By consistently working on your pipeline and using your success as a catalyst for positive interactions, you can ensure that your career remains fulfilling – rewarding – profitable.