It’s December: close those sales deals in 2013!

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Closing out the year successfully? It’s as much about not doing the wrong things as it is about doing the right things. Unless you are way over or under your numbers, now is not the right time to prospect for next year. People are trying to close things out, use final budget (in a mad dash to make sure they use it or lose it) and anticipating vacation. So your pitch to sell your newest product is likely not at the top of their minds. Now is the time, however, to quickly take stock of your deals that have the best possibility of closure and bring them home.

So what should you be doing right now to make this happen? You need to figure out which of your sales deals are closest to the finish line and determine the right incentives in order to bring these deals to closure. While salespeople want to close every possible deal, it’s critical to recognize that there are likely only a few that you can really impact.

  • Which ones have the most invested in time and money from the customer’s point of view?
  • Which deal will make the customer look good if it happens or bad if it doesn’t?

These are the ones you want to go after right now.

It’s important not to wait until December 30th – call your champion and ask them what it will take to close the deal this year and then work hard to make that happen. There are only a few weeks left so make the most of them. And, as you close out the year, reflect on your successes as well as the things you might have done better. You’ve got a brand new year on the horizon – and a new sales quota to achieve. Remember that while a big deal on the first day of the year is remembered all year long, those on the last day of the year are glorious for only one day so make the most of it – go out and make quota!

Republished with author's permission from original post.

Tim Haller
Tim Haller has over 25 years of sales and sales management experience. He has delivered training and consulting to Fortune 100 clients across a variety of industries, including technology, business services, travel/leisure and biotechnology. Tim has trained hundreds of sales professionals to close business through the use of effective sales prospecting, negotiation, and closing techniques.

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