{"id":16129,"date":"2022-11-08T19:44:53","date_gmt":"2022-11-08T19:44:53","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16129"},"modified":"2023-11-07T02:49:14","modified_gmt":"2023-11-07T02:49:14","slug":"three-powerful-strategies-closing-opportunities-before-january","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/three-powerful-strategies-closing-opportunities-before-january\/","title":{"rendered":"Bottom of the Ninth: Three Powerful Strategies for Closing Opportunities Before January 1"},"content":{"rendered":"<p><span data-preserver-spaces=\"true\">It\u2019s been a volatile few months. Many sales teams find themselves in \u201cWorld Series mode\u201d this quarter, striving to hit aggressive sales targets before the end of the fiscal year \u2013 and looking for ways to overcome the obstacles that a turbulent economy has thrown their way. <\/span><\/p>\n<p><span data-preserver-spaces=\"true\">The intensity of this time of year can make selling for a living feel a bit like the playoff season!\u00a0\u00a0<\/span><\/p>\n<p><em>Here&#8217;s three proven strategies you and your team can use to close more sales opportunities, <\/em><em>set the right end-of-the-year game plan, <\/em><em>and make the final \u201cinning\u201d of your team\u2019s fiscal year pay off.\u00a0<\/em><\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/three-powerful-strategies-closing-opportunities-before-january\/#Find_out_whether_people_will_be_busier_or_slowing_down_during_the_holidays\" >Find out whether people will be busier or slowing down during the holidays.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/three-powerful-strategies-closing-opportunities-before-january\/#Know_when_its_time_to_disengage_until_January\" >Know when it\u2019s time to disengage until January.<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/blog\/three-powerful-strategies-closing-opportunities-before-january\/#Be_ready_to_help_them_put_modest_leftover_budget_dollar_totals_to_creative_use\" >Be ready to help them put modest leftover budget dollar totals to creative use.<\/a><\/li><\/ul><\/nav><\/div>\n<h3><span class=\"ez-toc-section\" id=\"Find_out_whether_people_will_be_busier_or_slowing_down_during_the_holidays\"><\/span><span data-preserver-spaces=\"true\">Find out whether people will be busier or slowing down during the holidays. <\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span data-preserver-spaces=\"true\">Some industries can use downtime to make changes, while others may need to get results quickly before things pick up again. For example, construction might slow down in the winter, but tax attorneys or fitness companies may need to <a href=\"\/podcasts\/how-to-succeed-at-end-of-the-year-goal-setting-podcast\/\">make important decisions and changes<\/a> before January 1st. Decision makers in the second category can be leveraged to help you hit fourth-quarter numbers.\u00a0<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Know_when_its_time_to_disengage_until_January\"><\/span><span data-preserver-spaces=\"true\">Know when it\u2019s time to disengage until January. <\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span data-preserver-spaces=\"true\">The fourth quarter is a particularly important time of the year regarding personal time management. It\u2019s the ninth inning. Who you and your team choose to invest precious time and attention talking to matters more than ever right now. <a href=\"\/webinars\/sales-matchmaking-tips-drive-connections-conversations-prospects\/\">Disqualify prospects<\/a> who are truly not ready, not interested, or simply waiting for a new budget to come along. Your time is valuable, and you will want to spend it with people who are both willing and <a href=\"\/blog\/7-ways-change-your-sales-focus-and-drive-new-revenue-0\/\">able to buy<\/a>.\u00a0<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Be_ready_to_help_them_put_modest_leftover_budget_dollar_totals_to_creative_use\"><\/span><span data-preserver-spaces=\"true\">Be ready to help them put modest leftover budget dollar totals to creative use. <\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span data-preserver-spaces=\"true\">Some prospective buyers will still have small amounts left in their budgets and will look for intelligent ways to spend them before the year concludes. Such dollars may not be enough to launch a major project\u2026but leaving them unspent is likely to make asking for funding for the following fiscal year more of a challenge for your contact. So: Find out what their situation is. If they\u2019ve got small amounts left in the budget, discuss scaled-down offerings. Could you work with them to put together a pilot program or a small sample order \u2013 something that would help them evaluate bigger and better opportunities to <a href=\"\/blog\/help-prospects-determine-break-even-point\/\">work together in the coming year<\/a>?\u00a0<\/span><\/p>\n<p><span data-preserver-spaces=\"true\">The key to making these three powerful strategies work for you and your team in Q4 is to make it all about them\u2026not your yearly numbers. <\/span><\/p>\n<p><strong>Find out: <\/strong><\/p>\n<ul>\n<li><span data-preserver-spaces=\"true\">How will starting to work with you now benefit them? <\/span><\/li>\n<li><span data-preserver-spaces=\"true\">How will it help them deliver key results more quickly \u2013 and move closer to attaining important personal and organizational goals?<\/span><\/li>\n<li><span data-preserver-spaces=\"true\">And what can you do today to add measurable value to their world \u2013 sooner rather than later?\u00a0<\/span><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>It\u2019s been a volatile few months. Many sales teams find themselves in \u201cWorld Series mode\u201d this quarter, striving to hit aggressive sales targets before the end of the fiscal year \u2013 and looking for ways to overcome the obstacles that a turbulent economy has thrown their way. The intensity of this time of year can&#8230;<\/p>\n","protected":false},"author":15,"featured_media":16130,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1126,1143,1182,1276,1415,1216,1136],"class_list":["post-16129","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-adapting-sales-techniques","tag-building-a-better-sales-team","tag-closing-sales","tag-end-of-year-sales","tag-mindfulness-in-sales","tag-sales-strategy","tag-sales-success"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Three strategies for closing sales opportunities before January 1st<\/title>\n<meta name=\"description\" content=\"Here&#039;s three proven strategies to set your end-of-the-year game plan 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