Thinking that you should cut back or give up on prospecting altogether during this time of year? 

  1. No one’s doing any work. It’s the holidays.
  2. Nothing gets done till January. It’s the holidays.
  3. No one sets appointments till the New Year. It’s the holidays.
  4. Too much to finish up to take the time to prospect. It’s the holidays.
  5. Prospects are taking time off. It’s the holidays.
  6. I’m taking time off. It’s the holidays.
  7. My assistant is taking time off. It’s the holidays.
  8. Their assistant is taking time off. It’s the holidays.
  9. No one wants to be bothered. It’s the holidays.
  10. No one is thinking about work. It’s the holidays.
  11. Prospects leave the office early. It’s the holidays.
  12. Prospects go to the office late. It’s the holidays.
  13. Everyone is having office parties. It’s the holidays.
  14. No one’s thinking about business. It’s the holidays.


Prospects do conduct business, even during the holidays. Years ago it was possible for a prospect to say, “I don’t have my calendar for next year, call me after the first of the year.” Today prospects have their calendars on their computers, tablets or phones and can schedule appointments for next year or even several years out if they are so inclined.

Prospects make appointments before, during and after the holidays, just as they do at other times throughout the year. If a prospect asks you to call back after the holidays, suggest that you “pencil in a meeting for after the holidays.” Promise that you will call to confirm it. Do so.

Happy holidays!

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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