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Thursday, 12 December 2013 15:30

12 Selling Days of Christmas

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It’s that time of year.

Snow is flying (at least in Michigan), Christmas music is playing, the Salvation Army Bell is ringing, and the year-end rush is upon us. Don’t let the Christmas crazy and stresses of hitting numbers overwhelm you: There is a lot December 12 has to offer.

The twelve things of Christmas, December gives to me …

12 more days of selling – Decision-makers are in their office. Make the most of it.

11 percent chance of being happier – There is no research to support the percentage; it just fits with my theme. However, people seem to be happier this time of year—and in my experience, less likely to blow you off. At the very least, you can get an appointment in early January and impact next year.   

10 more “NO”s – Numbers show that for every ten “no”s, you get a “yes.” Your next call should be a yes.  

9 boxes of chocolate – Having trouble getting past the gatekeepers? Take them a box of chocolates and just talk to them. Everyone is dropping off gifts to the prospect, but they all forget about the person who connects you to the prospect. Get to know their names, learn something about them, and then leave. Your next call to that office will be so much easier. “Hi, Jessie. How did your son like the iPod you gave him? … Is Pat in the office today? Can you get me on his schedule?” If you get to know the dreaded gatekeeper and show interest in him or her, your success rate in getting to the decision-maker goes up.   

8 budget meetings – Everyone is in budget-making process, and it’s one of the main objections I receive this time of year. This is a great time to talk about how you can save or make them money.
7 touch points – It takes seven touch points before someone decides to do business with you. Take the time and send a Christmas card. It’s a touch point unique to this time of year, and a gesture that is appreciated.

6 Christmas parties – I know, I know. Every time we turn around, there’s another party to go to. Use it to network and uncover leads. Remember: It’s not who you know, but who knows you.

5 conference caaaaalls – There is no way around them. You will have them. However, you control what you get out of them. Keep learning, and take way something that will make you better. My favorite quote is from John Wooden: “It is what you learn after you know it all that matters most.”

4 more calls – Just make four more per day before you leave. It’s the final push.

3 quality questions – I’ve learned that if the customer/prospect is talking, I’m winning. Write down three good questions that will give you all the information you need to know about that client. Get them talking about their business. They don’t want to hear your sales pitch, especially if it’s the same one you give everyone. They want to know how you’re going to help them. Asking good questions puts you in the position to be a consultant, not a salesman.

2 options to consider – After you’ve asked good questions, put together two options for them to consider. Why two?  You don’t want to give them information overload. Too many options will put your proposal on the back burner. No one has time to go over five different options and figure out the differences between them. They also don’t want to be told what to do. Giving them two options allows them to make a quick decision. Just make sure your options are meeting the needs you discussed, and show how you will ad value to their business.  

Take time to reflect and enjoy your successes of the year—2014 is just around the corner, and we start all over again.

Merry Christmas, and happy selling!

Written by: Tim Compton, Account Executive for Groups Today and Teach & Travel Magazines. Learn more about Tim by visiting

Read 1886 times Last modified on Thursday, 12 December 2013 15:41

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