One tip for closing business before the end of 2013

The end of the year is 30 days away and that means every sales rep is scrambling to book business and maximize commissions. If the deal isn’t in the pipeline by now it’s probably not going to happen, but if it is in the pipeline what can be done to drive it through? Focus on payback. Resist the tendency to add more benefits to the pile; you’ll just confuse the decision maker. Better to focus on one clear message: if they buy today how long until they cover their costs? Give them a call now and remind them that if they buy before the end of the year they’ll cover their investment by Spring/June/ Fall/ “the next ice age.” Give your evangelist that clear sound bite they can use to champion the effort internally and you maximize your chance of closing the deal before the end of the year.

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