It's the selling season . These days are as precious from a time standpoint as all other days in the year. People do buy during the holidays and in many cases, they buy more. Purchasing agents love to take advantage of the notion that salespeople want to get a year-end pop on their numbers so they are often even more willing to make a decision.
Closing is only one segment of the sales process and in most cases, one of the shortest segments.
Although this isn't true, if you must believe it, then set up meetings for the week of January 1st. Let your competition finish their four-week coffee break during December. You've got meetings to set, relationships to build and business to close. This tends to happen because we're generally evaluated on our results over a period of time measured in months, quarters, years or all of the above. Time is spent on non-revenue generating sales activities and we tend to allow ourselves not to value this time as high as the other 11 months of the year.