Understand Your Buyer > How People Work > Seasonality

 

What is it?

Understanding the high and low points of your year / month / week can help you to better plan and navigate the marketplace.

 

Why does it work?

It works because too many businesses and salespeople take things personally and start making changes or taking drastic action when, in fact, all they needed to do was to better understand their buyer and the marketplace and hold their nerve as a result.

 

How can you use it?

To make this work, you simply need to look at 2 things:

• Your current and past clients
• The marketplace / trends

From here, it should be easy enough to understand when things are busier and quieter.

A word of warning though…. don’t use this as an excuse for your own poor performance. Understanding seasonality is designed to help you optimise your efforts and not lose faith in the quieter times – not as an excuse for your poor performance.

 

Example

Heat Holders sell socks and clothing designed to keep you warm…. so they don’t have too much to do or sell in the summer months…. As such, they have expanded their offering to include things like “lite socks” which are suitable for the warmer months.

 

See also

• The Trigger Point.
• Question Context

 

 

 

Like this kind of stuff? Want more?

Then Practical Sales Training™ is for you…

Action focussed, affordable sales training

for entrepreneurs and small business owners.

Brought to you by James Newell