The Friday Few Observations for Week 20 of 2024 - Welcome to Summer, when the money leaves town and the staff stays....and we are the staff :)

Happy Memorial Day Weekend and we hope when you read this that you have had a nice full weekend.

Summer is basically here and we were chuckling with someone the other day that from Memorial Day to Labor Day, the money leaves town and the staff stays…..and we are staff 😊

Which begs the question, what do you work on when 20% of the work force is on some sort of rolling vacation?

You certainly don’t expect to hit the same monthly number you did between October and April, but it doesn’t mean you are phoning it in either.

We have observed that a best practice is to start asking the “is this something you will be deciding on in the second half of 2024 or are we looking at the first half of 2025?” question.

You should be asking this for the next 8 weeks and if people stumble or stall, then you really aren’t in the game because you gave them 6 months or a year to make a decision.

As we wrote about recently on this weekly post, a no has never killed a salesman but a maybe has killed thousands! (shout out to Dan Joyce from Moors & Cabot who loved that line)

Our advice is to ask our hard question the right way and then count to six in your head and then deal with the reality of the response you get.

Not on plan for 2024?

Give us a call before it is August 15th, and you are scrambling to hit the number with only 90 real days left in the year.

We love blowing up a good pipeline with the hard questions and then getting the truth back in your sales processes.

Have a great weekend!
Drew

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