It’s an old saying, “Spring is in the
air”, and after a very cold winter I could not be happier. Warmer days are
ahead. Blue skies and green grass. Baseball season is beginning and the golf
courses will soon be open for business. You may be wondering what this has to
do with sales. It is actually a very simple concept – customers are also
excited that it is spring time and they are in a good mood. They are ready to
buy.
For many years I have been a believer in
seasonal selling behavior and have shared my experiences with other sales
managers and sales trainers that agree. This is the best time of the year to
sell your products or services to your clients or customers. Here’s why…
There is always the rush to the end of
the calendar year, to spend what budget was left over, and to begin the New
Year with renewed interest and spirit for your specific responsibilities. But,
so often this feeling of renewal fades quickly because of the weather outside,
or the realization that you have a long year ahead. However, in my experience,
the best sense of renewal comes in late-March and carries into June. It is
spring and the calendar tells us it is time for growth. And, generally
speaking, people’s moods are much better. Pause for a moment and think about
your own personal experiences. Aren’t you feeling more optimistic about your
schedule right now?
Decision makers are human beings and
they too are beginning to feel alive again after the long, cold winter. They
have a sense of renewal and growth. They are excited to get outside and enjoy
warmer days. And this feeling carries over into their professional roles and
responsibilities. As a sales person you need to capitalize on this opportunity.
Do not be overbearing and constantly
hound your clients, customers or prospects. Realize though that when you do
make contact, if you are feeling alive and excited, they will too. This is a
time for sharing your excitement about spring and also the opportunities you
have available with your products and services. That feeling of excitement is
contagious and will work to help you gain the interest of your target. Be
excited, feel renewed, and sell.
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