Humbug. Salespeople hate holidays. It’s an excuse for decision makers to put buying decisions on hold. “Call me back after the holidays” and “Call me after the first of the year” are two of the most hated phrases in sales. (They still rank behind “We’ve decided to buy from someone else.”)

“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 before you can proceed.

Here are 11.5 clever lines and winning tactics that will help you overcome the stall:

1. Close on the stall line. “What day after the first of the year would you want 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 write it down. Callbacks must be appointed, or the other guy is never there when you call.

4. Tell them about your resolutions. “I’ve made a New Year’s resolution that I’m not going to let people like you who need our service delay until after the first of the year. You know you need it.”

5. Offer incentives and alternatives. Invent reasons not to delay. Bill after the holiday. Order now, deliver after the holiday.

6. Question them into a corner — and close them when they get there. “Will anything change over the holidays that will cause you not to buy?” (Prospect’s answer: “Oh no, no, no.”) “Great!” you say. “Let’s get your order in production (service scheduled) now, and we’ll deliver it after the holiday. When were you thinking of taking delivery?”

7. Agree. Then disagree. “I know what you mean. Lots of people feel that way. Most don’t realize that the money wasted between now and the first of the year will equate to a huge savings if they buy now. Are you sure you want to waste the money?”

8. Get a testimonial letter. Ask someone who bought before the holidays and was glad they did to write you a two-paragraph letter. Get one paragraph about the value they received and how they originally wanted to wait. The second paragraph should be about how happy they are about your service after the sale.

9. Drop in with holiday cheer. Use a small holiday plant or gift to get in the door.

10. Create urgency. 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 with your prospect or customer. A good relationship allows more liberty to press for immediate action. A weak relationship means you wait until after the holiday. Or longer.

Prevention is 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 raises in September to take effect Jan. 1. Announce them right away and communicate them weekly into the holiday season.

• Create a holiday special. Have a five-day sale in December.

• Offer December price incentives or special value incentives.

• Throw a holiday party. Invite prospects and customers, and offer them a “tonight only” deal.

• Hold a series of seminars about issues that are important to your prospects and customers. Have the best one just before the holidays. Serve great food.

• Build relationships all year long.

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. When they do, don’t get mad. Get creative. 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.

Want to know the seven steps to overcoming an objection? Go to www.gitomer.com, register if you’re a first-time user, and enter the word OBJECTION in the GitBit box.

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com.

© 2006 Jeffrey H. Gitomer