“Summer vacation is here for a lot of people. …Is there anything you have done specifically to make it through the ‘vacation season’ and still achieve your goals?”

Read on for my answer…

It’s summertime!

  1. No one wants to be bothered.
  2. It’s too hot.
  3. It’s a beautiful day; everyone is out.
  4. No one is thinking about work.
  5. Prospects are getting ready to go on vacation.
  6. Everyone is on vacation.
  7. Prospects are just returning from their vacations.
  8. I’m preparing to go on vacation.
  9. I’m on vacation.
  10. I’ve just returned from vacation.
  11. My assistant is on vacation.
  12. Their assistant is on vacation.
  13. No one is in on Mondays.
  14. No one is in on Fridays.
  15. Prospects are catching up midweek.
  16. Prospects leave the office early.
  17. Prospects go to the office late.
  18. Prospects take long lunches.
  19. No one makes appointments till after Labor Day.

Copy the list above and email it to your competition. Then, start prospecting.

Life and work continue, even in the summer. If it’s too hot, then your prospects will be in their nice, air-conditioned homes or offices—where you should be, too, making calls. If it is a beautiful day, some people may be out. The rest will not.

Everyone is not on vacation every day. If you happen to call someone who is on vacation, call them back when they return. If they are planning a vacation, schedule the appointment for when they return. If they have just returned from their vacation, schedule for a time when they say they will be caught up. If you are going on vacation, schedule for when you return.

Prospects are in the office on Mondays and Fridays, early and late. They are frequently at their desks during lunch, especially when you are calling the boss.

Prospects make appointments all summer long, just as they do in the fall, winter and spring. If a prospect asks you to call back after a holiday, suggest that you “pencil in an appointment for after the holiday.” Promise that you will call to confirm it. Do so.

Have a wonderful prospecting summer!

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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