How You Can Increase Sales During the Summer

Posted by Dave Kurlan on Wed, Jun 03, 2015 @ 07:06 AM

stones.jpg

As I scrolled the list of concerts coming to Boston this year, two things struck me.  Most of the bands that are touring were popular when I was young (don't young pop artists tour too?) and the members of those bands are getting really old!  There's something depressing about seeing 70-year-olds on the stage recreating their hit songs from decades ago.  But it is concert season and salespeople tend to drag out their own old and inappropriate beliefs about selling in the summer.

For one, they work much less.  I understand the need for a summer vacation, but why is the summer any different from when they take their winter vacation?  They return from their winter vacation and work really hard, but for some reason, before and after the summer vacation, they hardly work.  That's lazy!

Two, they believe that their prospects aren't working during the summer and they either slack off on the prospecting, or give up way too early in their attempts to reach their prospects.  Why wouldn't their prospects be working?

Three, they believe that their prospects don't work on Fridays or Mondays.  Sure - if they are on vacations that week, but the rest of the time?  They're working!

The only businesses that shut down for summer are snow plowing companies and they don't really shut down - they simply return to their core business of landscaping and construction.  Salespeople can't shut it down either.  Bare down.  Work harder.  Get laser-focused.  Be more tenacious.  If you know that your competitors are letting up, it's your opportunity to differentiate, be there when they aren't, call when they can't, schedule more meetings and close more business.

I work harder in the summer.  With our son's baseball taking up so much time, I must get more done in fewer hours.  You can too.

I don't know whether I've gotten behind or my articles are having children, but here are some more of my new, fresh articles that have been posted on other sites:

This short interview with me about sales enablement has appeared on multiple sites this week.  One of my favorite clients, Tom See, Sr. VP of Sales at Universal Studios Hollywood, emailed me this morning to let me know that he was alerted to it from his Disruptive Leader feed.  I like being disruptive, but this interview hardly qualifies!

I was one of "70 Top Sales Pros Who Revealed Their Most Impactful Sales Advice."  This was a pretty cool piece!

The latest issue of Top Sales Magazine is available for download.  My article on page 18 was named Top Sales Article of the week.

The Selling Power Blog featured this article of mine on How to Stop Using Price as a Selling Crutch.

My best-selling book, Baseline Selling, was named a Best Summer Read for 2015.

The Sales Mastery Summit posted this video interview on Constructing a Predictive Sales Pipeline / Process and Sales Process

I'll be hosting my annual Sales Leadership Intensive - absolutely our top event of the year - on August 27-28 in the Boston area.  Check it out and join us for the finest training available on mastering the art of sales coaching.

Get busy - get more done - Succeed.

Topics: Dave Kurlan, sales, sales management seminar, rolling stones, summer selling

Can the Beatles Help You Close Big Deals?

Posted by Dave Kurlan on Thu, Jan 07, 2010 @ 23:01 PM

Perhaps. Back in the 60's, three companies were competing for attention. But they weren't retailers, manufacturers or service providers. Despite that, they had features and benefits that caused people to follow and buy from them.  Some people didn't care for any of the three and bought from alternative sources.  Some preferred just one or the other.  And some bought from all three.  They were the big winners of their day.  Who were they?  Try The Beatles, The Beach Boys and The Rolling Stones.  Check out the following table which, if they were traditional sellers, could have been used to tout their features and benefits.

Feature/Benefit

 Beatles

Beach Boys

 Stones

Angelic Harmonies

 

 x

 

Sounds of Summer

 

 x

 

Musicianship

 x

 

 

Rhythm Section

 

 

 x

Blue Collar Sound

 x

 

 x

Foot Tapping Sound

 x

 x

 x

Sophisticated Arrangements

 x

 

 

Made in the USA

 

 x

 

Catchy Melodies

 x

 x

 x

Love Songs

 x

 

 

Songs about Girls, Cars and Surf

 

x

 

Dynamic Front Man

 

 

 x

You may argue with my analysis but my analysis is not the point. 

The point is that you may be just like one of these market leaders - or not.  One mistake that companies make is they say, "Let's do the things those other guys are doing and then we'll be all things to all people and increase our sales."  Can you imagine the Stones singing like the Beach Boys?  Yuck.  Or the Beach Boys getting all gritty like the Stones? 

When companies become all things to all people they lose their following.  They lose their edge, their niche, their appeal.  Rather than trying to be everything to everyone, ask yourself how many more followers, buyers, customers and clients you would have if you simply improved on what you already do.  The Beatles did that.  So didn't the Beach Boys.  Stones too.

What happens if you're not a leading band but you're simply a one man show - a singer, songwriter, or recording artist like Neil Diamond or a small business?  How does Neil Diamond compete with The Beatles?

That was the topic on this week's edition of Meet the Sales ExpertsMy guests were Sales Development Experts Tom Schaff and Andy Miller and they contributed some brilliant ideas as they spoke about the work they do to help small companies land huge deals.  You won't want to miss this show.

Click here to listen.  Click here to contact Tom.  Click here to contact Andy.

 

(c) Copyright 2009 Dave Kurlan

Topics: Dave Kurlan, sales tips, Tom Schaff, the beatles, rolling stones, closing big deals, andy miller, beach boys

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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