Summer can be a challenging time to close deals due to vacations and a generally slower business pace. From scorching summer days to your clients and prospects' thoughts drifting toward sandy beaches and cool drinks, it can seem as if business stops for a few weeks.
But for you, there's a deal on the line that can't wait until September. So, how do you close the deal when everyone else is in vacation mode?
Understand the Vacation Vibe… But Define the Timeline
First things first, get a handle on your client's summer schedule. Ask them outright about any planned vacations and use this info to set clear, achievable deadlines. Trust me, there's nothing worse than chasing signatures while your client is sipping margaritas on a beach. Instead, schedule your key meetings and deadlines around their availability. Establish milestone dates throughout the summer and the rest of the year. Flexibility is your friend here—sometimes, a well-timed email can work wonders when phone calls are out of the question.
Stay Relevant to Summer’s (Short) Attention Spans…Leverage Data-Driven Insights
This is where FinListics' ClientIQ platform becomes your best ally. With ClientIQ, you get an insider's view of your client's latest financial performance, business priorities, industry trends, and competitive landscape. Imagine logging into a meeting and speaking directly to your client’s most pressing needs. It's like having a superpower that helps you tailor your pitch perfectly.
Keep the Momentum Going…Focus on Business Outcomes
Summer means short attention spans, so make every interaction count. Bring your A-Game with high-impact insights and solutions to every call and meeting to effectively engage with all executive stakeholders. Focus your communications on the business results the team is looking to achieve. Will your solution help satisfy their customers’ needs to help generate revenue? Or is your solution focused on delivering cost reductions to help profitability? Keep executive’s attention through your communications to show how your solutions can help them make their Q3 and Q4 numbers.
Maintain Engagement… Calculate the Cost of a Decision Delay
Keeping the deal alive during the summer requires a delicate touch. Calculate the “cost of a month’s decision delay” in terms of business outcomes/benefits your customer can realistically expect. This keeps the momentum and shows your client you’re committed to moving things forward. Utilize FinListics’ InsightsIQ to continuously provide fresh data that keeps the conversation relevant and engaging and keeps executives engaged.
Reflect and Adapt
Finally, use downtime to reflect on past deals and refine your strategy. Summer is a great time for training and development. Dive into FinListics' resources to enhance your sales skills. The more you learn, the better you'll be at closing deals, no matter the season.
So, don’t let the summer heat slow you down. Closing deals in the summer requires strategic planning, flexibility, and leveraging advanced sales intelligence tools. With the right approach and tools, you can close that deal and maybe even enjoy a little beach time yourself.
Reach out so you and your team can stay proactive, informed, and ready to adapt to ensure your summer sales success.
Happy selling!
