A veteran salesman once told me, "You can't make sales during December, it's the holidays: nobody’s in the mood to do business." And the rookie, a fresh young lady who had never sold anything before, listened and did exactly what I told her—"Make more sales calls in December then during any other month, make unscheduled calls on folks and wish them 'happy holidays.' They will be nice to you and receptive because it’s the holidays."
The rookie outsold the veteran by a factor of four to one! And she scheduled several appointments for January and created a lot of goodwill. Why? Because she identified the opportunities during this challenging month. Moreover, she positioned herself well for the New Year. In selling, it is all about your point-of-view.
Sales & Marketing Management Magazine
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