Train with the Sales Dodo: "Can't Sell Today" April 22, 2008 The most important thing your salespeople can learn is not to give in to performance excuses
By Lee B. Salz
The following is a diatribe from a fallen sales hero:
Can't sell in January. Between the terrible weather and everyone coming back from vacation, how can you expect someone to focus on buying now? I'll pound the pavement next month.
Can't sell in February. More snow and more vacation. Way to go, Washington and Lincoln; thanks for President's Day! It's such a short month. No one can make a decision in such a short month. Next month is going to be better.
Can't sell in March. No one is going to make a decision on this with more holidays around the corner. Good time to shop for summer clothes. I'll just borrow money because I'll make huge commissions later to pay it back.
Can't sell in April. Who wants to focus on buying with Spring in the air? And hey, my kid's birthday is this month. I'm sure my prospects are working on their taxes anyway. Next month will be better for sure.
Can't sell in May. Great weather in May, and I hear that my prospect may be thinking about being acquired. No problem. I'll look for better ones next month. There's tons of opportunity out there.
Can't sell in June. Kids are getting out of school. Wow! I almost forgot Flag Day. No one buys in this weather. Besides, July is a better month for sales anyway.
Can't sell in July. Great time of year to be at the beach and enjoying the outdoors. I think all of my contacts are on vacation … together! Nope, can't sell this month.
Can't sell in August. Too hot! Besides, I'm taking my vacation. They probably are taking theirs too. No selling to be done now. Next month, for sure.
Can't sell in September. Between the three-day Labor Day weekend and a new fiscal year kicking in, no one is buying anything. I'm feeling good about next month.
Can't sell in October. Columbus' birthday: What should I get him this year? I almost forgot Halloween! I'm going to focus on selling hard over the next two months. I'll finish the year strong.
Can't sell in November. Thanksgiving, ya know. Very short month. I don't think any of my contacts have their budget yet. Can't buy without a budget. Man, December is going to rock!
Can't sell in December. Everyone is on vacation in December. I know I am! Who can focus on buying with the end of the year so close? What should I do for Festivus this year?
Oh well, maybe next year will be better for sales. Luckily, no one is buying anything from anyone this year.
S&MM online coumnist Lee B. Salz is President of Sales Dodo, LLC and author of "Soar Despite Your Dodo Sales Manager." He specializes in helping companies and their sales organizations adapt and thrive in the ever-changing world of business. Lee is available for keynote speaking, business consulting, and sales training. He can be reached via e-mail at lsalz@salesdodo.com, his Web site at www.salesdodo.com or by phone at 763.416.4321.
Sales & Marketing Management Magazine
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