We are just over two weeks into the fourth quarter of the year meaning you should be 75% of your way to your annual sales/gross profit/commission goals. If you’ve read this blog before you know how I feel about goals, reading them and having mile markers to determine where you are at all times.
But, with the year winding down, it’s time to go all in and push it to a new level. It’s time to put your fourth quarter game face on, buckle down and grind out the finish.
This is the time champions are made. Quarterbacks who excel in the fourth quarter win Super Bowls and end up in the Hall of Fame—this is your time. Your time to get down to work.
So, what do you do?
Go back to the basics. Remember the steps to the sale and make sure you are doing everything correctly. Work smarter—not harder. Qualify your prospects with good questions, establishing rapport and asserting yourself as an expert in your field.
Make your contacts, build the base, create relationships and when it comes time to ask for the sale, ask for it with commitment and a desire to find the best possible outcome for your prospect. Follow up, be professional.
But, do not press. Don’t push and don’t try to rush the process.
It’s important to know where you are as this quarter gets underway. But, it’s also important to note you have roughly 90-days to take corrective action to get yourself back on course if you’ve drifted (as we talked about earlier this week)
See this quarter as a time to really raise the bar for yourself and those around you because how you finish this year will set the tone for how you start 2015. Never stop improving your skills.
I don’t buy the excuse business is slower or worse or bad this time of year either. Somebody in your industry is selling something—it might as well be you.
Yes, the fourth quarter has started. The clock is ticking down. The game is on the line and the ball is in your hands.
Be a Superstar.