Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Here are 5 do’s and don’t for the holiday season that I have either noticed work well for others, or have worked well for me in the past.
Some of them might be a little counterintuitive, some may be common sense to you and some you just may not have thought of yet in your professional sales career.
Most importantly do have a plan to make sure your clients feel special and valued over the holidays. This can be as simple as just sending a holiday card. What i like to do is a simple handwritten thanksgiving and christmas card sent to arrive at the clients office two business days before the holiday day. It can be a bigger investment such as some kind of christmas gift. I had a vendor of mine who i had a great relationship with come around to my office with small container’s of raw honey that he had harvested from his honey bee farm in his back yard, i was really grateful for that. It all depends on what your relationship is with your clients but at least show the effort of some sort of sentiment, even if it is just an email.
Get too personal with holiday names. In this day and age of political correctness, it is important not to get too specific on what holiday somebody might be celebrating. I did mention a ‘thanksgiving’ and ‘christmas’ card above, however, this depends on your relationship with the client. If you do not have a very strong relationship yet or are in a business that is more of a quick sales cycle, go with the ‘happy holidays’ saying. The idea here is for the client to keep you on their mind through the holidays, not to be offended by religious idea’s.
Plan ahead in your sales cycles in September, October and the beginning of November to account for a slower sales activity in late November and especially throughout December and the beginning of January (Flu Season), for most verticals. This accounts for forecasting your sales teams activity as well as your personal forecasting for your sales manager. Account for this in client conversations, “Let’s get this contract executed now as we don’t know what kind of hold ups we might run into in the holiday season, and we want to make sure we are hitting your deadline”.
Be too pushy with your sales around the holiday season. Don’t send to many emails or calls if you are not getting a response. Most likely the prospect or client is taking some time or very distracted and the last thing you want is for them to get back in the office and see too many messages from you. The consequence of this is they may feel a level of scarcity or neediness in your messaging and feel uncomfortable buying from your or reaching back out to you.
Put yourself in their shoes. Preface emails with “Happy Holiday’s” and ‘Hope your holiday preparation is going smoothly, I found X online store is doing X promotion”, again depends on your friendship with the client. Everybody has those last minute gifts they need to get. This is the time of year buyers will be paying the least attention to you.
About the author
Rick Middlemass has almost a decade of experience in Entrepreneurship, Business Development & Sales.
Rick began his sales and entrepreneurial career at 18 opening up a new territory for Student Painters creating over 100K in new business over the next 3 years. Rick also worked in various sales & marketing roles & internships throughout his time at Michigan State University.
In his first role out of school Rick joined NuWave Technology, a Cisco Systems Premier Partner in Michigan, and quickly worked his way up to be:
2014 Sales Person of the Year
2015 Sales Person of the Year
16 Time Sales Person of the Month
Rick Middlemass now works with the National Association of Sales Professionals helping salespeople and sales leaders reach their true potential and continue to grow through our behavioral conditioning programs.