Episode 253 It's Separation Season!

Episode 253: Only 1% of us are willing to do this. Separate ourselves from the competition during the holiday season.

 

Have you found it hard to focus during the holiday season? It is a common struggle to navigate numerous distractions while concentrating on your business growth for the upcoming year.

 

Consider this statistic: About 99% of us fall into the holiday season trap. One percent of us will not. The 1% will use this time to Separate themselves from the competition.

 

For the 1%, the holiday season is not a distraction but a day of opportunity. They understand that Christmas is just a day, not a week or a month. It's a Holiday, not a holiday week! They approach sales as a game of inches, doing one more of what they know will lead to success. They become more creative and innovative, using the season to their advantage.

 

The year's final month often brings distractions—holiday gatherings, planning for the new year, and the urge to slow down. But for sales professionals, this is an opportunity for growth. It is what we call 'separation season'—the time to outwork, out-prepare, and outperform the competition while they're busy slowing down and distracted. This is the time when champions separate themselves from the pack, setting the stage for a successful new year.  

 

If you're in sales and ready to rise above the noise, now is your chance. By staying focused and disciplined when others aren't, you can build momentum into next year. I will explore specific strategies and behaviors you can adopt to seize separation season and leave the competition behind, such as maintaining a consistent work schedule, prioritizing high-impact tasks, and leveraging the unique opportunities the holiday season presents.

 

For instance, did you know that Fridays from 1 to 5 p.m. are the least productive times for most employees? They start to look towards the weekends and focus on non-productive tasks. But not the 'Separators '.

They are the 1% who use this time to Separate themselves from the competition. They make more calls, meet more clients, and prospect for more qualified leads. They maintain discipline in their sleep, hydration, nutrition, and exercise, creating a mental advantage over others. This discipline empowers them to stay in control and ahead of the game.

 

They seek out opportunities that others overlook. While most of us send holiday cards to our clients just before the holiday, the separators approach and think differently. What if you did something unique in the first week of December, like being the first to meet or send a personalized video message? Express your gratitude for their partnership. Write a heartfelt note summarizing your year with your key accounts.

 

To stand out at work, you must find more time to grow your business. By staying 15-20 minutes longer at the end of the day or coming in to work 15-20 minutes earlier, you can gain 100 minutes a week to focus on new accounts, make introductions from happy clients, and create strategies for your key or secondary accounts. This dedication to business growth should inspire and motivate you to take charge of your success.

 

Why Separation Season Matters in Sales  

Many top-performing salespeople understand that success isn't just about showing up; it's about doing. It's about capitalizing on the moments when others are distracted or disengaged. During holidays, colleagues and competitors are occupied with festivities, travel, and year-end fatigue. While they're slowing down, a focused salesperson can push forward, closing deals, strengthening relationships, and positioning themselves for long-term success. This is your opportunity to set the stage for a successful year ahead.

  

Here's why separation season counts:

 

1. Buyer Attention Is Unmatched—Despite being busy, the holidays also prese