Saturday Morning Sales

Kevin Latchford


Spring Is In The Air - March 28, 2015

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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