Motivational sales coaching monologue (YouTube) by Ben Chaib advising sales professionals to keep prospecting through December instead of slowing down. Key claims: continue calls and follow-ups during December, have difficult conversations before January, and thereby close deals, enter the New Year with momentum, build reliability-based referrals, and escape the feast-or-famine cycle.
What if a sales professional refused to follow the typical December slowdown pattern? While competitors assume prospects are checked out, they keep making calls. They stop postponing difficult conversations until January and maintain normal follow up schedules. The result? They close deals others think are impossible. Because prospects have zero competition for attention, their January pipeline stays full instead of empty. They enter the New Year with momentum, not starting from zero. Over time, they develop a reputation for for reliability that generates referrals during vacation periods. They escape the feast or famine cycle completely. Here's the truth. Most December performance drops are self imposed limitations. Your prospects are still there. You just stopped calling.
