Humbug. Salespeople hate holidays. 

Holidays are an excuse for decision-makers to put buying decisions on hold. But the worst   is the Christmas to New Year’s Day period. “Call me back after the holidays” and “Call me after the first of the year” are two of the most hated phrases in sales. 

“Call me after the holidays” is not an objection. It’s worse. It’s a stall. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection or barrier before you can proceed.

Here are 11.5 clever lines and winning tactics to use that will help overcome the stall:
1. Close on the stall line. “What day after the first of the year would you want to take (would be most convenient to take) delivery?”
2. Firm it up, whenever it is. Ask, “When after the first of the year? Can I buy you the first breakfast of the new year?” Make a firm appointment.
3. If it’s just a callback, make the prospect put it on his or her calendar. Callbacks must be appointed, or the other guy is never there when you call. Putting it in a calendar makes it a firm commitment.
4. Tell them about your resolutions. “I’ve made a New Year’s resolution that I’m not going to let great prospects like you, who really need our product/service, delay until after the first of the year. You know you need it.”
5. Offer incentives and alternatives. Create reasons not to delay. Buy now, invoice after the holiday. Order now, deliver after the holiday. 
6. Question them about differences — and close them when they get there. “What will be different after the holidays? Will anything change over the holidays that will cause you not to buy?” 
7. Agree. Then disagree. “I know what you mean; lots of people want to wait. Most don’t realize that the money wasted/saved between now and the first of the year will equate to a X percent savings if they buy now. Are you sure you want to waste the money?”
8. Get a testimonial video. Ask people who bought before the holidays and were glad they did to do a one-minute video about the value they received and how they originally wanted to wait and how happy they are that they didn’t. 
9. Drop-in with holiday cheer. Use a small holiday plant or gift to get in the door. 
10. Create urgency. “The price will rise after the first” or “There’s a product or delivery backup after the first — schedule now.” 
11. Be funny. Say, “So many people have said, ‘Call me after the first’ that I’m booked until April. I do, however, have a few openings before the first. How about it?” 
11.5. Beg. Pleeeeaaase, I’ll be your best friend.

Reality check. The success with which you can handle this stall is directly related to the quality of the relationship you have built with your prospect or customer. 

Prevention — the best cure. If you know this objection is coming, do something BEFORE it happens. Here are a few prevention methods:

• Start in early November to create urgency.
• Set price rises in September to take effect Jan. 1. Announce them right away and communicate them weekly into the holiday season.
• Offer December price incentives or special bonus incentives.
• Throw a holiday party. Invite prospects and customers, and offer a “tonight only” deal.
• Hold a series of seminars that are about important issues to your prospects and customers. Serve great food.

The bottom line is: As sure as you’ll spend lots of money this holiday season, someone will ask you to call them after it’s over. Don’t get frustrated; get a relationship. 

Happy holidays. If you need more information on this subject, call me — after the first of the year. Ho, ho, ho.