As we head into the festive season, it can feel like every conversation with a client ends in, “Let’s reconnect in the new year.” Sound familiar?

Clients are busy wrapping up their own year, putting off meetings, dodging phone calls, or simply saying they’re unavailable. It’s a challenging time for us sales professionals, especially when you’re focused on meeting your targets before the holidays.

Here’s how I approach these roadblocks:

1.      Get Laser-Focused on Value

Revisit the conversations you’ve had with your clients. Are you crystal clear on the problems they’re trying to solve right now? Highlight how your solution addresses their immediate priorities—not next year, but today.

2.      Create a Sense of Urgency

Tie your offer to time-sensitive opportunities. Perhaps it’s securing their budget before it resets, taking advantage of year-end discounts, or ensuring they start January ahead of their competition. Frame the conversation around what they’ll gain by acting now.

3.      Switch Up the Approach

If calls and emails aren’t working, try something different: a short, personalised video, a voice note, or even an unexpected LinkedIn message. Breaking through the noise can make all the difference.

4.      Focus on the Right Deals

Not every prospect will close this year, and that’s okay. Prioritise deals that are already progressing or with clients showing clear buying signals.

I’d love to hear from others in sales leadership: How are you navigating the seasonal challenges to keep deals moving forward? Let’s share strategies that help us all finish the year strong.

#SalesLeadership #ClosingDeals #SalesTips