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Last Saturday, in blizzard-like conditions, we left Boston for a much needed family vacation. We arrived in the Bahamas three hours later to find sunny, tropical, 90 degree temperatures. Blizzard to Tropical in three hours got me to thinking, as usual, about selling which, for a lot of salespeople, has become more difficult in the past 90 days.

We’re about to enter the final quarter of the year. This is the time when salespeople evaluate their year, determine if they’re on target to goal, and what they need to do in the fourth quarter to be where they need to be. This has been a tough year for a great percentage of salespeople. Whether you were directly or indirectly affected by the financial crisis, you’re probably looking at making up some ground in the fourth quarter despite a very unstable economic outlook. There are many things that you could do to impact your fourth quarter, and a lot of them are bad things. I’ll point out twenty things that you should do:

Several months ago, I wrote about what closing actually feels like. This week, I’d like to discuss what urgency actually feels like. I’ve written about urgency in at least three prior Baseline Selling tips. You can read them here, here and here.

Strategies and Tactics are important – very important, especially in this economy. But even today, they take a back seat to your ability to find a way to get the job done. Whether that job is making appointments, uncovering compelling reasons to buy, getting opportunities qualified, making compelling presentations, dealing with objections or closing, you must find a way to master that part of the sales process.

I was reading an article about Tiger Woods in Golf Digest. The article explored whether Tiger would be better or worse after he returned from surgery and rehabilitation on his knee. It went on to detail how effectively he played while injured and in great pain, and how much potential he had to be even better when he could move weight to his left leg. It also went on to describe his many potential distractions. Finally, I read a part of the article that talked about how prepared Tiger is for adversity.