89. Do you believe in superstitions?
For the past several years I believed that I could not sell any of my sales training programs and keynote talks during July and August.
"They" said everyone is on vacation. "They" said no one has sales meetings in the hot July and August months.
I decided to challenge my thinking and see if there really is such a thing as the "summer slump."
I made extra calls and put in a little extra effort. Low and behold - I made a sale. Then another and another. It turned out that July and August were my best months of the year!
I couldn't stop there. I looked in my history books to see what was done during the hot "Dog days of summer."
Here is what I found...
The heat of southern Spain did not force Columbus to wait until "Labor Day." He sailed July 22nd!
George Washington did not retire to the shade of Mount Vernon when it got hot. He took active command of the Continental Army on July 3rd!
During the dog days of JULY and AUGUST the Puritans set sail for the new world!
Our forefathers met and signed the Declaration of Independence!
Singer sold his first sewing machine...
The first section of the Atlantic cable was laid...
Lincoln began his debates with Douglas in the July heat of the Illinois prairies...
The first oil was struck at Titusville...
Meade defeated the Confederate Army at Gettysburg in July...
The first street car line was operated in this country...
Europe began the greatest war in history...
The French Revolution was started in July...
The first locomotive steam train chugged out of a Baltimore station for the West - in July...
July and August were the "golden days" for the forerunners of the modern sales representative - with everything in the back end of their buggies from lightning rods to chewing tobacco.
Forty-two thousand gold seekers crossed Death Valley to California in 1850 when the temperature hung around 130 degrees... in July and August!
August, 1902, the Cadillac Automobile Company was formed.
August,1914, The Panama Canal is inaugurated with the passage of the steamship U.S.S. Ancon.
"Wait until after Labor Day!" "They" say.
"There is not any business now!"
"No use killing oneself in this weather - nobody buys until fall!"
The next time the friendly competitive sales person edges over to you in the lobby and admits there is nothing doing until after Labor Day, encourage him or her in this delusion.
AND THEN SLIP OUT AND MAKE THE BIGGEST SALES OF THE YEAR - BEFORE LABOR DAY!
The bottom line - DO NOT BELIEVE IN SUPERSTITIONS! SELL 52 WEEKS A YEAR!
Comments:
You can sell any day of the week and any week of the month and any month of the year. As long as there are customers, there are sales to be had. All’s remember that. I here that all the time, no sales in July and August I even here no sales in December because of Christmas. As long as you knocking on the doors and customers are letting you in, you can sell anytime. I know people go away on holidays but the world doesn’t stop. You have to go out and shake the brushes to see what comes out. Make the extra calls and you will be surprised in July and August the customers you find still working.
Jim Harris
A few years ago a customer came to my house at 8:30pm New Year’s Eve and signed an order for an $85,000 tractor. I was taking a few days off and was not expecting any more business before January. This helped him with his taxes and pushed me over the top to win a sales contest for that year. He could have come Christmas morning at 7am and it would have been fine with me.
Crocker Smith
“Sales” is whatever you make of it. So is life!!!
“Usually during the months of November December months things tend to get a little slow with the staffing industry.” I have heard come out of my mouth many times as well as other co-workers that I have worked with.
Then somebody proves you wrong. I hired a Branch Manager in October. He closed two Direct Hires in December. How did this happen? Motivation and Ambition!! He didn’t care how slow people thought it was going to be, he was just out there selling.
I am such a believer in that fact that if you think something is going to happen it will. If you think you are getting sick, then you probably will be.
If you think you are going to close business before the end of December, then you will. Making it happen!!
Danah Parmley
"I can say one thing about this lesson. The ‘dog days of summer” is the best time for my sales. From the end of February to the middle or end of November is the best selling time for me. Then in December and January I work extra hard and sell payroll accounts. Then it’s back to fulfilling all the “temp to hire” needs and securing new accounts. I can’t say that I have hit a low period for sales yet. I’m not saying that every week is booming, however, it is always important to work new angles. I may sign my biggest account in December. That will be such a thrill for me and our office. Sometimes your best sell is the one you have had to work the hardest and the longest on. This is when you know that it was all worth it. "
Patsy Clements
"When the summer months hit, in the foodservice industry our reps are usually extremely busy with seasonal accounts, increased business , along with increased business comes the increased daily challenges etc. that occupy a distributor sales reps time making it difficult to pursue the new business………. but it is vital to note that our competitor reps are also facing those exact situations so it makes sense that the opportunity to get new business is there if you are in the right place at the right time. "
"The only way that you will be in the right place at the right time is to place yourself there. The customer is too busy to call you so they put up with the situation and they may call you in the fall when there business is slower …or they may have forgotten the situation in the summer and decided to leave status qou."
"I everyone is busy especially your competition with day to day tasks ………………..there is the opportunity for the individual who is committed to his or her kraft."
"You get out of ……………………What you put into."
Alex McQueen
I have witnessed the “dog days of summer” first hand. Maybe everyone gets excited with the warmer temperatures, people taking vacations; it is more of an “outside” time of year. No matter what time of year it is business still must operate, and thrive! Though we tend to think that our efforts are useless at the time, every effort and contact we make for business always pays off down the road. It is never too soon to start making your contacts!
Brooke Knight
I’ve been told over & over that the end of the year is not a good time to sell our services because everyone is planning for their holidays, closing out their books for the end of the year, planning their budgets for next year etc… I believed that until last year when I was able to acquire my biggest service fee. Buyers do not base their buying habits on the time of the year; they base it on the time of their need.
Carla McCrea
"The bottom line - do not believe in superstitions. Sell 52 weeks a year and NEVER say: "Business is down, nobody is buying." They ARE buying - from someone else, just not from you!"
