Seeing as this is the end of the year, I suspect many of you may be feeling what I like to call the “end-of-year blues.” It’s a positive time to be a consumer, especially if you are planning to buy a car, as you can often use this end-of-quarter or end-of-year blues to secure larger than normal discounts from desperate and starving sales reps.
For inside sales reps, on the one side, you’re getting the brush off from prospects who want to call you back next year instead. The end of a period is a time when your prospects have other fires burning bright. Often, they use those other priorities as an excuse to put buying decisions on hold – especially if you’re selling to publicly traded companies. “I need some more time,” “let me think about it” and “call me back next (month, quarter or year)” are three of the most frustrating phrases you’ll ever hear in sales.
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