“This offer lasts only till 30th of the month”, “The normal discount on the product is 10%, but I offer you 18% if you buy it now”, “Order now as this happens to be the last piece in our stocks”, “Blah, Blah, Blah”…….

How often have you seen salespeople going down on their knees this way, to attempt closing sales during the month-end to meet their monthly/quarterly targets?

End-of-month and quarter tactics are so bad that they have become a running joke among salespeople and buyers alike. Though they may sound funny, but, as a matter of fact, end-of-month actions are not a laughing matter at all. I have observed buyers prolonging their purchase till the month-end as they are sure of getting huge discounts at that time of the month. I have also observed them bargaining for the lowest possible prices on the pretext of closing sales in the month-end to be used later when they actually are in need of the product. Those discounts just create a ceiling for their price.

When they push and discount this way during month-ends, salespeople lose their authority, strength, and credibility. When they start pleading and offer huge discounts, the company bleeds and the margins go for a toss. End-of-month tactics make the sales executive look like a peddler selling watches on the street. They not only devalue themselves, but they devalue the company, the product or services being sold.  Company’s reputation is also on stake.

To make things worse, this month-end stress has a deleterious effect on the sales person’s mental, physical, and emotional health. His professional and personal life is deeply disturbed. He seems to be irritated & frustrated and his self esteem and confidence is at the lowest ebb.  

How Salespeople can solve the end-of-the-month Problem?

• Build a healthy sales funnel & keep on filling the pipeline

Most pipeline building efforts happen towards the end of the month, and it’s a scramble to get business closed at the last minute. When salespeople are solely focussed on one or two big deals, investing too much time and ignoring everything else in the process, picking up momentum in this situation is very difficult and they are left with no other choice other than trying and offering big discounts to close these big deals. 

It is suggested to review your pipeline and start building it from the start of the month to avoid the end-of-month closing frenzy.

• Create and Reinforce Value

Mutually and clearly define the business problem and gain a commitment that the problem must be solved. Control the sales process without harming your position and authority. Focus on creating value and reinforcing it.

• Be Prepared to Walk Away

The first rule of a successful negotiation is that you must be prepared to walk away from the deal instead of compromising with values. A salesperson with his pipeline full will never hesitate to walk away from an unhealthy business deal.

• Pre-pone your Month-End

If you want to use discounts to get the sales movement, do it on the 15th, not on the 30th. Do it with a very few select and valued customers.

Be proactive. Use your time management skills to schedule your sales activities as a regular part of every week and let the adrenaline flow throughout the month. It’s time to come out of the end-of-the-month frenzy.