WHY DECEMBER CAN BE YOUR BEST SALES MONTH (IF YOU’RE PREPARED)
December can feel like an uphill battle in sales. Prospects are winding down, budgets are tight, and team motivation might be slipping. But it doesn’t have to be that way, with the right mindset and strategies, you can finish the year strong while setting yourself up for an incredible January. Here’s how:
1. Shift Your Mindset
If you think December will be slow, it will be. Your mindset shapes your results. Instead of writing the month off, see it as an opportunity to reconnect with warm leads, plan for January, and close those last-minute deals. Sales is always about energy—approach December with a proactive attitude, and you’ll feel the difference.
A simple reframing exercise can help: think of December as the perfect time to plant seeds. Whether it’s booking meetings, qualifying leads, or strengthening relationships, everything you do now will give you momentum in the new year.
2. Understand Your Clients’ Schedules
Every industry has its own rhythm. Whether it’s six-week breaks in Australia, quieter winters in the UK, or year-end budget cycles, understanding your clients’ schedules is key.
Ask yourself:
When are they taking leave?
What are their priorities as the year ends?
How can you align your offerings with their timelines?
Many industries use December as a time to wrap up loose ends or prepare for a strong start in January. This could be your window to position your product or service as the solution they need to hit the ground running in the new year.
3. Focus on Warm Leads
Now is the time to reconnect with leads who have shown interest in the past. Think about:
Anyone who’s attended your events or webinars.
People who’ve downloaded resources or interacted with your content.
Past inquiries that didn’t convert but still hold potential.
Reach out with a tailored message that provides value, reignites the conversation, and sets up a follow-up in January if needed. These leads are your low-hanging fruit—they’re already familiar with you, making it easier to restart the dialogue.
4. Plan, Qualify, and Prepare
If closing a deal now isn’t feasible, use this time to qualify leads and confirm next steps. Understand their goals, identify potential roadblocks, and align your offering with their priorities.
For industries like tech, where decisions can take months, your focus should be on finding out:
Where does this fit in their priorities?
What impact will your solution have if implemented now?
Are there organizational deadlines that align with your offering?
Even if you’re only able to fact-find, you’ll be setting yourself up for success when things pick up in January.
5. Support Your Team
If you manage a team, this time of year can be tricky. Motivation dips when results feel harder to achieve. Focus on activities over outcomes—encourage your team to prioritise relationship-building, planning, and fact-finding.
Hold regular check-ins to set realistic expectations and share success stories. Remind your team that every activity now—whether it’s a touchpoint with a lead or planning next steps it will pay off in the new year.
6. Prepare for Next Year
December struggles often stem from lack of preparation. Make a note for next year to anticipate potential slowdowns. Whether it’s Easter in the UK or summer holidays in Australia, knowing your clients’ patterns and planning ahead will keep you ahead of the game.
For now, focus on setting up January for success. Lock in meetings, finalise strategies, and make sure you’re ready to hit the ground running as soon as the new year begins.
Every Day Is a Great Day to Sell
Whether it’s December, July, or any other time of year, sales is about connecting, qualifying, and building for the future. With the right mindset and preparation, every day presents an opportunity to grow.
If you’ve got questions or challenges, don’t hesitate to reach out. Let’s end the year on a high note—and set the stage for an incredible January!