It often amazes me how many business owners and salespeople start to wind down believing that potential clients are not looking to buy over the festive period. With many giving up and falling for the ‘call me back after Christmas/call me back in the New Year’ objections, valuable business is being missed and overlooked.

Now admit it, how many of you are guilty of this? How many of you have called those people back in the new year to find they either still haven’t made a decision, they give another ‘fob-off’, or even worse – they are always ‘unavailable’!   Has this ever happened to you? 

The challenge is – unless you learn to do something about these ‘Christmas’ objections, you’re going to suffer the same problems year after year, after year!  If you’d like to do something to tackle it now, here are some ideas for you….

Tip Number 1: Be Prepared
You know you’re going to start getting these sorts of objections from November onwards, so you need to prepare for them! I hear so many business owners and salespeople fall for these same objections year after year!  Why not consider how you’re going to deal with them and practice your responses?  Most people fail to do even those simple things!

This means working out your objection handles, then practicing them with friends, colleagues or even in meetings with the rest of the sales team!  The better prepared you are for when the objections come up, the better you’ll deal with them! That goes for the other objections you face as well, but let’s focus on the ‘Christmas’ ones for now!

And please, don’t leave this until the last few moments before your telephone call or client meeting (or even worse – until you’re waiting in reception), do this in ‘small chunks’ – a little bit at a time but done on a regular basis – that helps you remember and use the objection handles best.

My next top tip for dealing with Christmas objections will be available on Business Matters online soon.

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