For many of you, prime selling season is beginning.

Here are some ideas to keep in mind, in no particular order:

• Stick to your departmental processes.

When times get busy, people say things like, “Don’t worry about introducing him to the business manager, just let him go to his credit union!” Far too often, when the opportunity to earn the biggest dollars are at its zenith, performance is at its nadir.

• Establish a trusting relationship with your buyers.

You have their best interests at heart, but they have to believe it.

• Now is the time to generate referrals.

1. Pick the right time to ask (Hint: After they say yes, and before they ride off into the sunset). 2. You have to do it in a way that is not self-serving. 3. You have to do it with every customer.

• Have contingency plans.

What do you do if you run out of brochures? What do you do if the computer system is down? What do you do if a manager has an emergency and can’t come in? What do you do if the finance office is jammed and has fallen behind? Always have a plan B and practice it.

• Stop discounting to win the business.

Just stop it.

• Understand that during the season, personality quirks get amplified.

When you’re having a busy Saturday, a salesperson who is characteristically nervous about closing a deal will be more so. A person who is abrupt may be more so. Just understand it’s the situation and not them reacting to you.

• Take care of yourself.

Eat right. Get enough sleep. Lay off the alcohol. And find some quiet time. Negative habits aggregate like a reverse compounding interest rate. Get on the right road now. Trust me. You’ll be glad you did on the Tuesday after Memorial Day.

• Have fun.

If you’re having a good time, so will your customers.

Photo by Zac Durant on Unsplash