"A goal should scare you a little and excite you a lot."
Hopefully we are all excited about our big goals for the rest of 2021. And not just to get a lot of candy on Halloween this Sunday. The end-of-year sales activity is usually very high in our business as most clients are looking to utilize budgets and make improvements to finish strong and get the New Year off to a fast start.
Many people this time of year really enjoy the thrill of watching scary movies, going on haunted hayrides, and dressing up in creepy costumes. It is all part of the fun of the season.
I'm all about the win-win outcome in sales, building partnerships with new clients. Like on Halloween, say "Trick or Treat" and you're probably going to walk away with some good stuff.
But there are 3 particularly spooky situations in sales that are not fun and will scare away our ability to create the win-win scenario if we aren't careful.
The Ghost. This prospect is impossible to pin down. They show up at times of their own choosing then disappear into thin air. They play hide-and-seek when it comes to making decisions. You find yourself leaving lots of emails and voice mails that don't get returned. It feels like trying to catch a handful of fog.
The Vampire. This prospect is an emotional, time, and energy suck. They might seem like they want to get close to you, but you come away with nothing time after time. Full of hollow promises, they will run you around in circles, if you let them. Always wanting more, they leave you feeling drained and empty, despite your best efforts.
Frankenstein. Slow, lumbering and made up of many parts. Run by committee, it is hard to make all the pieces fit together properly. You will end up banging your head flat against the wall, leaving yourself with bruises. And if they fall, you will get crushed under the weight of it all instead of getting the business.
These 3 are the real monsters of the season because they represent new business and success prevention. The one's we don't get any candy from, should try to avoid, and be truly scared of all year long.