December is not a normal month.
You have 2 productive weeks, a long list of internal deadlines, buyers who are mentally already in holiday mode and little room for error. 🤯
This is why most sellers in DACH miss their December number.
Not because they lack skills, but because they fail to adjust their strategy to the reality of a short month.
Today’s edition gives you 3 simple and highly effective hacks you can implement immediately to protect your pipeline, speed up decisions and make December one of your strongest months of the year.
Let’s dive into it. 😍
#1 Requalify every deal in your December pipeline
Most deals stall because the seller assumes that the buyer understood the value, the timeline or the urgency. But in December, the buyer’s attention span is half of what it usually is.
Your job is to make sure every opportunity is truly qualified for a short-month close.
Review each opportunity and ask yourself:
- Is the transformation clear
- Is the pain strong enough
- Is the buyer still motivated to act in December
- Does everyone involved know the next step
If any of these answers feel weak, call the prospect and requalify.
Not next week. Today.
This does not make you pushy.
It makes you a professional who cares about the quality of the decision.
#2 Create momentum through precise next steps
In December, every vague next step is a deal pushed to next year.
Statements like...
"We will review this internally"
"Let’s touch base next week"
"Send me the proposal"
...are where December deals get lost.
Instead, your goal is to shorten the distance between now and the next action. Be precise. Remove friction. Guide the buyer.
Examples:
"Let's lock in 15 minutes tomorrow to review the proposal."
"Who else needs to see this before you decide?"
"When does your team meet for final approvals this month? I'd suggest that I jump on the call with you to help if any questions pop up!"
December buyers appreciate clarity because their time is limited.
If you create the next step for them, they will follow.
#3 Front-load your outreach for the month
If you wait until mid-month to push pipeline or generate new conversations, you are too late.
Buyers answer faster in the first ten days of the month.
After that, internal chaos increases and availability decreases.
This means:
- Send your strongest outbound sequences this week
- Circle back on old opportunities while their budgets are still open
- Prioritise same-day follow-up on all inbound leads
The earlier you take action, the higher your chances of hitting target before your buyers disappear into holiday mode.
The SID Christmas Secret
Technically, December shouldn't be the most stressful month of the year because you've had 11 months to prepare it.
For next year, start plan your calls strategically. Ideally you know you hit December numbers by early November because of how you played the game. 🤫
Need help to hit your target?
If you want to master this December or need help requalifying your pipeline with stronger messaging, use your remaining LnD Budget and get access to the Sales in DACH Academy!
There you'll get a personalised training plan and frameworks, scripts and coaching needed to close confidently in a short month.
Hopefully we see you there 😍
Your Sales in DACH Team ✨
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