Weather great

Today the weather is great, and it is a day that many people start thinking that summer will be the worse time to sell. I do not believe it that, but not for the reason that you might think.

Usually, the theory goes, is that people are either away or they are so bored that you can sell to them. In other words, if they are in the office they will see you, and buy. Therefore summer is good. The bad summer is from those people who think that no one is at work or will not buy anything now.

Here is my thinking; business has to go on. People have to work, they have to buy, use, and buy again the products that they just used. The cycle continues all the time. YES, I agree that July 4th is not a day to sell, although I could debate that too, but short of that keep on selling through the hot summer months.

Now, I had a discussion with a client of mine the other night. He said that he thought that his reps would not be right if they tried to predict this year's selling. His sale cycle is 6 month, and I said, based on that, the year is over. No he said, it isn't, you never know what will happen. I asked what would happen. He said, the big deal could still come in earlier than expected. I said, how many times does that happen. He said Never! I said, then why do you think it will happen now, he said, because it will some day.

Who is right.

Well, we both are. The year is over, but there is always a chance that some big deal will happen that no one knows about. The question is do you want to try to live off of that deal? NOT!

Make sure you watch your sales cycle and understand how to predict closing business, or you will fool your self.

Anyway, it is time to go, have a good day and

Good Selling,

Steve