The Clock is Ticking: Get It Done Now!4 Oct, 2005 By: Nick Warnock imageSource
The Clock is Ticking: Get It Done Now!
It’s that time of year again:
the summer is over, warm weather and lengthy vacations have come to an end, and
all of the big decision makers are back in the office. The excuse that they have
no money in the budget is now unacceptable.
This is the time of year when you have to find a way to win. Your company is
counting on you, along with your manager and countless others. You must live it,
own it and breathe it in the fourth quarter. As the great Chicago Bear’s coach
Mike Ditka once said, “Leadership is about getting it done consistently when
your team needs it the most.”
It is essential to remember that time invested in your prospecting now will
carry into December. Therefore, your attack this next month is vital in assuring
your success at the end of the year. Some of you are behind, others are tracking
accordingly, and some are working on sustaining their status as master
rainmakers. Whatever your situation, now is the time to buckle down and get to
A good first step is to go through your general account list and look for
customers who are halfway through their lease. If you have been employing the
tactics I have been writing about for the past year, I know that you have been
selling value and not giving the units away.
If this is the case, you will have a high total cost of ownership, which will
make it easier to flip them out of their old leases. Make sure to target these
customers first and convince them that they are in need of at least a new color
printer. There is simply no excuse for an office not to have a nice network
color printer churning out color documents.
Also, don’t forget to mention any great new deals announced in your last sales
meeting. Let your customers know about the limited supply of machines that you
need to get rid of. Create a deal that they just can’t refuse and use the end of
the year to explain the great discount they are getting. Time is of the essence
and a sense of urgency must be conveyed to the customer.
The next step is contacting those who have been on the fence all year—the
customers who have competitive equipment and are reluctant to move forward. Now
is the time to have your contact set up a meeting between you and the chief
Make the deal even sweeter by having your managers or executives travel with
you. This gives the buyer the perception that you thought enough of their
account to bring the situation to senior management.
In my opinion, going after new prospects at this time should not be a priority.
The last thing you want to do in the fourth quarter is waste time, which brings
me to another helpful technique—list management.
Keep a big clipboard of all the accounts that you believe you can close posted
in your cubicle or office. Make sure it is in a place that you will see
everyday, which will help move the sales cycle along with those customers. It
will be a constant reminder and will literally be in front of your face every
minute of the day. This is extremely effective and will subconsciously influence
the urgency at which you work.
Remember, this is the time of year that makes it all worthwhile. So, work hard
and keep focused on closing. It is your time to make or exceed your numbers for
the year. How well you do is entirely up to you.