Written for The Burnside News
Say what you will about Maritime winter weather, but for the sales prospector, there is an upside.
During the course of the three coldest months of the year – mid-December through mid-March, how many ‘snow days’ would you say we have on average each year? Would a conservative estimate be 6...? 7…? 8…?
2015/2016 looks like it’s shaping up to be another snowy winter. For sales pros - snow days are the best! Why?
The "C" level people are in the office. Owners, Presidents and Managers make it to the office when the rest of the staff are home with their stranded kids, “C” levels always make it into the office, and they’re glad to do it. It gives them an opportunity for hours of uninterrupted work – no fires to extinguish, many meetings cancelled and no opportunity to travel themselves. Everything they can do today, will be done at their desk and on their phone.
The "C" level people are available. They’re stranded in their quiet, uninterrupted offices. In fact, they’re sitting at the desk actually answering the phone themselves as their support staff couldn’t make it in. Remember, “C” level are owners and managers who have a sense of responsibility to their customers and their business and want to continue to serve even in inclement weather.
The gatekeepers are not in. While these gatekeepers are away from their posts, it’s the ideal time to contact the decision-maker. Don’t be surprised if you call the general line and have the President himself pick up the phone. Even if you have to navigate through their phone system, the owner is still apt to pick up your call.
The "C" level people do not plow and shovel the snow! They have people who do this kind of thing for them. This is why they’re at the office at 7 am on a snow day when others are not.
For snow days - sales pros increase their phone behaviours and the intrepid few use the weather to do in person cold calls. Advantage: no other sales people are out there. So get your list of the Top 20 you want and those that are always too busy to talk and call them on a snow day!
In order to take advantage of snow days, the smart prospector will overcome a big barrier. First, they can get past the faulty belief: 'nobody's in the office today because of the weather'. If they believe that, they will most likely never pick up the phone or get in the car. This will become a self-fulfilling prophecy. Pick up the phone and reach out, you'll have the opportunity to talk to a prospect. Leave the negative thinking to the competition. Take advantage of the bad weather!
©2011 Sandler Training Inc. (www.atlantic.sandler.com) is an international sales, customer service and management training/consulting firm. For a free copy of Why Salespeople Fail and What to Do about It, call Sandler Training at 902-468-0787 or e-mail salescareers@sandler.com
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