Start Selling Everyday Like it’s the Last Day of the Month
In the average retail establishment roughly 80% of monthly sales are made in the last two weeks of each month. Just over 60% of those sales are made in the last 7 days of the month. And it is not uncommon for the biggest sale day of each month to be the last day of the month.
As surprising as these statistics may seem, they actually represent a very real and understandable pattern in sales. Mentally and physically drained from just hitting last month’s sales goals, you come in Monday with a more relaxed attitude.
You still help customers, but you are not as persistent with these customers as you were just the week before. After all, you were intent on hitting last month’s sales goals to ensure you made the income you needed, and time was running out.
However, today is the start of a new ball game. It’s a new month and you have at least thirty days to reach your new monthly sales goal. So it seems acceptable to maintain a more relaxed style, because after all, you are making a fair amount of sales and everything seems to still be moving smoothly.
Mondays relaxed style turns into Friday’s relaxed style and this Friday turns into next Friday. Then all of the sudden, you get your first commission check for the month. You quickly realize that the pace you are on is not a pace that is going to deliver your needed monthly sales goals or desired income. The push is back on. You pick up the pace, you become more assertive with your customers, you push your teammates to step up the pace. Each day that passes becomes more and more intense. Each day becomes more pressurized. Until finally it is the last day of the month and with that final big push, somehow, some way you get the numbers you need.
Sound familiar? It does to me because this how I used to be. It describes exactly how I worked in some of my earliest sales jobs. It was almost like it was part of the sales culture. I noticed not only associate sales people working this way, but the management staff as well.
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Author: Digital Dealer
Digital Dealer exists to help dealers and their managers sell more vehicles more profitably by creating the best live events and media in the industry.