Good Morning. It’s officially December, which means there are 29 days left in the year. But let’s be honest... there’s really only 21 days left until December 23rd, when all of your prospects disappear until Jan 1. So enjoy the season, and by “enjoy,” I mean cram a month of selling into these three chaotic weeks. Now, let’s get into today’s Follow Up. (:
How to re-engage after a demo 🔁
December is when deals close the easiest ❄️
The sneaky budget tricks teams use before year-end 💰
Sales jobs & a meme 😂
Sales Tip of The Day 💡
When a prospect goes quiet after a strong demo, re-open the conversation with context instead of a nudge.
❌ “Just circling back to see if you had any thoughts.”
✅ “Last time we talked, you said cutting manual work was the big priority. Did anything change internally that shifted your focus?”
This reminds them why they cared in the first place and gives them an easy path to explain what stalled.
Most “ghosting” is just a shift in priorities. Bring the original value back into the frame.
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How to Make December Your Best Closing Month
Spend five minutes around a sales floor in early December, and you’ll hear the same dramatic predictions.
“Prospects are checked out.”
“Everyone’s already on vacation.”
“It’s pointless to chase anything now.”
Meanwhile, there’s opportunities everywhere you look. As long as you look in the right place.
Buyers have zero interest in long discovery cycles or never-ending email threads right now. They want to finish the year, clear their desks, spend the rest of the budget they have, and stop thinking about work until January.
That shift creates an opportunity to sell into one of the most predictable closing environments you will see all year.
So today, I’m breaking down why December deals move faster and how to take advantage of this hidden opportunity.
1. Companies love spending leftover budget
If a department doesn’t use its budget, it can lose it next year. (Yes, this is a real thing.)
No VP wants to explain why they didn’t need that extra $40K that they budgeted for. And they definitely don’t want that $40K taken out of next year’s budget.
So December turns into a shopping spree for anything that supports this year’s (or next year’s) goals, looks “strategic,” or can be invoiced before the 31st.
Your job is simple: Make your deal the cleanest yes they can give.
Clear value.
Transparent sales process.
Easy path to getting the deal across the finish line.
When you make it easy for them, buyers spend money to avoid losing it next year.
2. Everything inside the buyer’s company moves faster
December can simplify the internal politics.
Fewer meetings. Fewer approvals. Fewer people jumping in just to have an opinion.
Internal friction drops because no one wants to open new projects this late in the year. The same deal that needs six signatures in September might only need two in December.
People are in cleanup mode instead of creation mode.
The whole system speeds up when everyone just wants things wrapped up before the holidays hit.
3. Buyers want January to feel “handled.”
People usually aren’t buying your product in December because they need it right now. They’re doing it for their future self.
“Let us get this live before kickoff.”
“Let’s lock this in so onboarding starts in January.”
“Let’s get this ready to go for a Jan 1st launch date.”
Your pitch becomes simple.
“Let us make sure your January is smooth sailing.”
That message is all about pitching the future pain they’re going to have if they don’t get started now.
4. Your competition taps out
This is the sneaky advantage of December.
Half the industry is busy making year-end slides no one will ever read, convincing themselves deals can wait until January, or drifting into vacation mode.
You can operate in a quiet field with fewer vendors chasing the same dollars.
Being the only one still following up is a massive advantage.
TLDR
December rewards the reps who stay active.
The noise drops, approvals speed up, and buyers want their life to be easy.
When you position your deal as the easiest thing they can finish before the break, you win cycles that normally drag for weeks and capture budgets that need to be spent.
What’s December actually like for you as a rep?
