It’s Friday. The weekend is almost here. You’ve had a long week. You have secured some large orders. Now you are looking forward to receiving a large commission check soon.
While Friday is still a workday, you figure that you can relax and prepare for the weekend. So you’re kicking back and planning to see a movie, or visit friends, or go to that new hot restaurant you’ve been hearing about. Maybe you have some administrative work to catch up on. Or maybe you want to catch up on your sales training by watching a video or two at your desk. Or maybe you want to take a long lunch.
After all, you’re thinking to yourself – “Fridays are slow sales days. Most of the key decision makers are taking an early weekend. I can relax.”
Fridays should never be considered a “slow sales day.”
1). Not all decision-makers are the same – While you may think that all key decision makers are taking a long weekend, that’s not always the case. In fact, decision-makers may be working harder to clean up their workload before they enjoy the weekend. Why? Well, because they’re decision makers and they have a lot of decisions to make.
2). The gatekeeper isn’t around – Chances are the gatekeeper is the real one taking a long weekend while her boss is working. That’s good news for you, because it means you may be able to reach the decision maker without the challenge of going through the gatekeeper.
3). The decision maker may be caught off his guard – Decision makers may think like you. They may feel that those “pesky salespeople” aren’t going to call them on a Friday, so they may end up answering the phone instead of the gatekeeper. And sometimes the decision maker, looking forward to the weekend, maybe more relaxed and open to accepting your phone call.
4). Other salespeople aren’t calling – Because they feel the decision maker isn’t around, so they make the common mistake of doing admin work, or leaving early for the weekend. With the competition out-of-the-way, that gives you a greater opportunity to reach and speak to the decision maker.
5). You’re more relaxed – After a long week, you may feel more relaxed and less anxious when making sales calls. Knowing that the weekend is upon you, you may actually find yourself being more consultative and conversational with your prospects. Which in turn means more sales for you.
So, the next time Friday rolls around, don’t be lazy. Pretend that Friday is like any other day of the week, and continue with your same high energy workflow. You may be surprised by the results.
Note: If you like this post, please check out my book – Advice for New Salespeople: Tips to Help your Sales Career