Fourth Quarter


Fourth quarter is creeping upon us. Stealthily wrapped in warm sweaters and the smell of pumpkin spice, it sidles up like an old friend with promises of cooler weather and treasured time with those you love most.

Oh, but what a fickle friend he is, because while he is charming you with a breath of fresh, campfire-scented air, he’s also breathing down your neck like a dragon, reminding you with every hot exhale that you have three more months to get your act together and finish 2019 on top.

Come into my parlor, said the spider to the fly…

Are you panicking yet? Well, stop. Panicking doesn’t help anything. Instead of clasping your head in your hands, take control of the last part of the year and seize the opportunity to finish strong.

Check What’s on the Table
CRMs, assistants, smartphones – they are all designed to help keep us working efficiently. But after nine months of pounding the pavement, it’s easy to lose track of what needs to be done. Take an hour or two to review who you have seen this past year. Was there someone who seemed interested in your product but who you haven’t been in touch with for a while? Did someone ask you to call back toward the end of the year?

Check With Those You’ve Already Closed
Have you created or cultivated some particularly good relationships this year? Why not meet with them again and discuss new cases, add-on products and strategic ideas for their practices? Meet with your top ten clients and see how you can benefit one another.

Step Away
It’s go time and every second counts. But taking a breather to think strategically can be time well spent. Spend ten minutes every day not looking at a screen, but rather thinking through the needs of your clients and how your product’s features can serve them. Adjust your thinking to align yourself with their needs and provide a consultative relationship to propel you both forward.

Cut Your Losses
Everyone has that one elusive big fish. He’s hanging out there, promising so much but just out of reach. Maybe he’s worth your time…but be honest with yourself and decide if you’re just playing the role of Ahab, being brought down by the whale.

Check Your Authenticity
In short, don’t be a salesperson. Cultivate relationships and give your prospects something of value without expecting anything in return. Your genuine desire to help them reach their goals will eventually lead to you reaching yours. You reap what you sow.

2020 is on the horizon, but 2019 isn’t over yet – the fat lady has not sung. Now is the time to focus and finish strong so you can start strong.

What are your favorite ways to finish your sales year on top? Share with us in the comments below.

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