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The pressure is on: If the end of your sales year is December 31, then you’ll need to close all possible deals in just a few short weeks. You know you must spend your remaining time wisely. But do you know which deals really will close by year-end?
You definitely don’t want to be in a situation where you find out at the last minute that the person signing is now on vacation skiing in Lake Tahoe and can’t be reached to finalize the contract. Unfortunately, the person you are dealing with may not understand all the steps required to get a deal finalized on your end, or even theirs.
As a sales professional, you need to continually ask the right questions and validate what you know, whether it is year-end or quarter-end. Watch my video for 3 simple tips to help you close your sales year on the best possible note. Let me know how it works for you!
Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter