A simple litmus test, next time a prospect brings up summer as a reason for inaction, is to explore how tolerant their company is of seasonal shortfalls or slackness in effort.
One benefit that the relaxed pace of summer is people’s tendency to do mid-year reviews and status checks, and then adjust course accordingly. When dealing with a specific vertical, or set of buyers, you could be in a position to leverage this.
The only difficult element of what I am about to suggest is that it does not involve your product, in fact, even a whiff of your product can ruin the whole tactic, “leave your product in the car.”
Not quite the Zen of sales but when done right you chile telegram data will put yourself in a position to offer real value without talking product or sales. The way to do that is to advance the prospect’s objective, not just individual objectives, but the buying organization’s collective objectives.
Having seen how different people and organisations approach similar opportunities, I repeatedly see that the sellers who do best over time are those who can get their buyers to think beyond the channel they were in when they set out on their journey. You should always be placing yourself in a position to introduce new lines of thinking to help buyers move closer to their objectives.
Thinking takes time, it seems that the tribe buys into the fact that things are slower in the summer, great, more time to think, and you can help them think (don’t be scared). Go for that, set an appointment to help them think through things, rather than buy things.
Supporting Cast
Given that the cast of players in decisions is increasing, used to be 5.4, now it’s 6.7, and only bound to grow with inflation.
Given that some of the players will be on vacation, others may be reluctant to make decisions. But that does not prevent you from going full speed into education and influence mode, using their relaxed state to introduce elements into the discussion that will rekindle their enthusiasm, revive their energy to levels when they started their journey, and give you something to leverage down the pipe.