In this solo‑presenter episode of Kiss to Sell TV, Frances Pratt explains why sales activity should continue throughout December and offers three practical conversation frameworks for holiday networking events. First, she suggests using the season as a moment for reflection—discussing personal achievements, lessons learned, and plans for improvement—to let others understand your business mindset without sounding boastful. Second, she recommends sharing client success stories, structuring them with a clear beginning, middle, and end, to showcase the value you deliver while keeping the focus on the client. Third, she advises talking about future forecasts and goals for the upcoming year, using these snippets as natural segues to learn about the other person’s plans and uncover mutual opportunities. Throughout, the tone is instructional and supportive, aiming to help salespeople engage authentically at Christmas parties and other end‑of‑year gatherings.
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Hello everybody, welcome to Kiss to Sell TV and episode 40. For the next few weeks, I'm focusing on sales in the silly season. What do you do in December? Does selling stop? And the answer is no, because everything, in my humble opinion, in business is to do with sales. So this week we're focusing on You know, you're out, you're at Christmas parties, you're talking to people. What do you talk about? And how do you do it in a way that doesn't feel boastful and like you're just talking about yourself? So here are some ideas. I'm going to give you 3 ideas. Number 1, December is a fantastic time to reflect. What have you achieved this year? What are you proud of? What have you learned? That's a great series of topics that you can think about. Oh, it's December and I've been planning for 2019 and I've been thinking about what I've learned this year, what I've succeeded with, what I'm going to do differently next year. And that's a great conversation because embedded in that, people will understand more about you, why you're in business, how you do business. And people like that you learn. People like understanding what you've learned in your business. It's a rich and fantastic thing to, to do and to share with other people. So that's number 1, reflection. Number 2, customer stories. I always, always, always when I'm networking, I don't really talk about myself. I'm much more likely to be talking about things that I've been doing with clients, what successes they've had, how proud I am of them. And when you're telling a story about someone else, It feels easier because it is easier, and you come across so much more confidently. And it's a story that you can tell. You met them at the beginning, you helped them with whatever that you do, and they had an outcome. So that's a nice simple story that's got a beginning, a middle, and an end. And what it shows people is how you work with people, what sort of clients you work with, um, what outcomes you get for people. So it's really focused on clients. And when you tell stories that are focused on clients, it will, um, help other people know whether they're a potential client for you or if they know someone who's a potential client for you. So that's number 2. Lastly, um, as this time of year is the time to be doing planning and have budgets and all of those sort of things, it's great to forecast into the future and think about what you're looking forward to with 2019. So what are the things that you're focusing on for next year? What are the things that you hope for? What are the things that you're going to apply next year? What are the big hairy audacious goals that you've set for yourself? So just have a think about how you can share with people some snippets around what 2019 holds for you? And then the beautiful segue is, what are you looking forward to next year? And so then you get to learn about the other person. Yay! So that's 3 things that you can do at networking events that isn't talking about who you are and what you do. The first is reflection. What have you learned this year? What are you proud of? What are you going to do differently? The second is clients. Have a think about some fantastic client stories, where you started with them, what you did with them, what their outcome was. And lastly, helping people think about or know what your plans are for next year and how they might be able to help you, and how you might be able to help them by learning what their plans are. So that's it for this week, Kiss to Sell TV. I really look forward to seeing you same kiss time, same kiss channel. And, uh, we'll talk again about sales in December and what you can do with your existing and new potential clients at this time of year. All right, over and out. Have a great week. Bye!
