Ultimate Selling Solutions Blog
23Jul/13Off

Change The Paradigm of Summer Selling; A 3 Step Process!

The DOGMA of Summer Sales! Have you bought into the Dogma about selling in the summer months or are you going to be a paradigm changer?

What is Dogma? It’s a principle or set of principles laid down by an authority as incontrovertibly true: And, it serves as part of the primary basis of an ideology or belief system, and it cannot be changed or discarded without affecting the very system's paradigm or ideology itself.

So, JOB ONE for selling in the summer months is to “Change the Paradigm” Both yours and your prospects. After all, if you can’t change yours, why should they change theirs?

Below is a Three Step Process to help you create your new reality, or Dogma!

Step 1: Make a list of all the reasons you should make a buying decision now. Keep asking yourself why it’s a good time to buy and write it down. For example:

  • Current rate of capital money!
  • Installation of capital equipment or system during slow period!
  • Increased allocation of your resources will reduce implementation timelines and impact on their personnel
  • Your pricing reflects a ___% of savings vs. fall installation and implementation!
  • Do it now and free up their resources for other priorities in balance of year.
  • Capture financial gains for a longer period in current year for increased profitability or maximum financial gain if new fiscal year

What are yours?

Step 2:  Make a list of all the reasons you should not make a buying decision now. Again, keep asking yourself why it’s not a good time to buy and write them down. For example:

  • Reduced staffing due to employee vacations! (Offset by your increased resources!)
  • Procrastination and delaying the benefits and ROI!
  • Not sold on benefits to be gained or losses to be avoided!  *

* This problem began when you failed to qualify the opportunity

Step 3: Compare your two lists.

I hope your SHOULD list heavily outweighs your SHOULD NOT List.

Read it often and make it part of your selling strategy and tactic to change your prospects paradigm. If not, I have two suggestions:

First, Take the Summer off as you don't plan on selling anything anyway.

Two, reach out to the Ultimate Seller to help get you back into the great game of selling!