"A goal should scare you a little and excite you a lot." Joe Vitale
Hopefully we are all excited about our big sales goals for this fall and Halloween season. And not just to get a lot of candy. The end-of-year activity is usually 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.
But there are 3 particularly spooky situations in sales that are not fun and will scare away our ability to create sales 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 against the wall, leaving yourself with all the bruises. And if they fall, you will get crushed under the weight of it all instead of getting the order.
These 3 are the real monsters of the season because they represent sales prevention. The one's we don't get any candy from and should truly be scared of all year long.