The Traditional Salesman’s 12 days of Christmas… 

On the 1st day of Christmas my prospect said to me “What is your web address?”

On the 2nd day of Christmas my prospect said to me “Can you send me something?”

On the 3rd day of Christmas my prospect said to me “We’re always interested in finding out what’s new in our marketplace?”

On the 4th day of Christmas my prospect said to me “Why don’t you come in and tell us how you think you can help us?”

On the 5th day of Christmas my prospect said to me “OK, you’re here now, show me what you’ve got to offer!”

On the 6th day of Christmas my prospect said to me “Why should we buy from you?”

On the 7th day of Christmas my prospect said to me “You’re very expensive, I can get it a lot cheaper from my current supplier.”

On the 8th day of Christmas my prospect said to me “You’ve convinced me, can you send me a proposal? Oh, and my boss is off skiing on Tuesday so can you get it to me by first thing Monday”

On the 9th day of Christmas my prospect said to me “I haven’t had a chance to show it to him; it’s been mad over here, call me back in a couple of weeks.”

On the 23rd day of Christmas my prospect said to me “I can’t take your call at the moment but it is important to me. Please leave a message with your name, the reason for the call and your number after the tone. Beep!”

On the 26th day of Christmas my prospect said to me “Oh it’s you. My PA is away today. Er, um, yes your proposal. Yes, yes, sorry it’s been hectic since we got back from Christmas. Can I call you in a couple of days when I’ve had a chance to check back with my boss what he wants to do with this?”

On the 31st day of Christmas my prospect said to me “He still hasn’t given me a decision, Try back next week.”

On the 45th day of Christmas my prospect said to me “I’m sorry, our priorities have changed and we are no longer looking at this area. But I want you to know yours was the best proposal we received and if we were buying we’d definitely have bought from you.”

The Sandler Salesperson’s 12 Days of Christmas

On the 1st day of Christmas my prospect said to me “What, can you help fix those problems?” And I said, “I don’t know, why you don’t invite me in so we can find out? If either side feels it isn’t a good fit we can both walk away without any pressure, is that fair?” “Yes that’s fair”, he said

On the 2nd day of Christmas my prospect said to me “Welcome. Can I get you something to drink?” “Thanks for inviting me in. I’ll have what you’re having thanks”, I said

On the 3rd day of Christmas my prospect said to me “We have been really looking forward to you coming in. Our conversation on the phone got me thinking. I’ve done the homework you asked me to do in preparation. Do you need anything else?” “I’m not sure”, I said, “I need to ask you a few questions. Some of them may be a bit tough. May I ask you a few questions even if you don’t have the answers and perhaps you feel you should?”

On the 4th day of Christmas my prospect said to me “This is killing our business. Blaming everyone but themselves, turnover in the salesforce, missing targets, wasting time on non-prospects, hidden cost of sales is costing us £millions each year and I am sick and tired of tolerating this. Can you help?” I said, “Perhaps. Depends on whether you can take direction. Can you?”

On the 5th day of Christmas my prospect said to me “Will you be willing to help us fix these problems, please?” “We are still some way off that since we need to establish how you intend to pay for this help and who besides the two of us in involved in making the decision?”

On the 6th day of Christmas my prospect said to me “I have no partners, it’s my money, and I take advice from no one else? I want you to help me and can I give you a cheque.”

On the 7th day of Christmas I asked my prospect “Are you sure you really want to go ahead? And what happens when your current provider comes begging for the business back? And what happens when you realise this is going to cost you 4 times more than you originally planned to spend, are you going to back out? Because now is the time for you to back out. Do you want to rip up your check and tear up the contract?” He said, “No” and I said “I’ll take you at your word” and looking him in the eye, shook his hand as I spoke.

Having hit my target I took the 9th, 10th, 11th and 12th days of Christmas off to spend it fully engaged with my family, never once thinking about work.

Want to stop wasting time and effort kissing frogs and just getting slimy lips and no princes? Want to eliminate time-wasters and tyre kickers, penny pinchers and prevaricators early and fast?

If you are on Santa’s naughty list you may have to wait until 2016, but if you’ve been good why not ask Santa for a Presidents Club subscription in your Christmas stocking so you can spend your efforts with people who are serious, willing to pay you premium because they value what you do, and give your best to your family and loved ones instead of worrying about how hard next year is going to be…

Merry Christmas and happy selling in 2015.

Only 1 comment left Go To Comment

  1. Claude Bonte /

    Excellent 12 days of Xmas & very true prospects lie all the time. Get yourself to Marcus’s Executive Briefing & you’ll have a happier new year :-)

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