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How To Sell On a Hot Summer Day

We are deep into the summer and it seems like no matter where you are it is HOT!  Here in Baltimore it is especially HOT and HUMID and you almost wonder why anyone would venture outside except to go swimming.  However, for those of us in sales we must go out in this heat.  After all, you can't really sell much in your office and my own personal research has shown that it's amazing how much you can sell when you are not behind a desk.

What is the most effective way to sell in this heat?  Here are a few tips I've collected over many hot summers:

  1. Embrace the heat!  That's right, embrace the heat.  It's the summer so it's supposed to be hot.  You have heard all your professional life that the right "attitude" is critical to success so stop complaining!  Remember: sweat helps us stay cool.
  2. Wear an undershirt. Remember the old adage: "Never let em see you sweat."  Take that a step further: "Don't let em see your sweat!"
  3. Hydrate!  Just because you're not thirsty doesn't mean you're hydrated.  I once sat in on a sales appointment where the salesperson fainted in mid-pitch!  Not good.
  4. Use imagery.  Just before you go into an appointment take a few minutes to close your eyes and imagine what the weather was like back in the middle of January. This will either inspire you or cool you off right on the spot.
  5. Keep an extra shirt in your car and at your office.  It doesn't have to be boiling outside for you to follow this advice.  Ever spill coffee on yourself before leaving for an appointment?  Nuff said.
  6. Take advantage of the heat to show your sensitivity and creativeness.  Buy a bottle of water (make sure it's cold!) and take it in on the call and offer it to your prospect.  They might  laugh but they will appreciate the fun thoughtfulness!
  7. Call your mom.  My mother still worries about me in the heat and will call at the most inopportune time to ask if I am drinking lots of water.

Hey, you can't control the weather but you can control your attitude in this heat!  Stay hydrated and sell, sell, sell!


  1. Chad Toms says:

    CT's #8. Visualize & Create Your Success: No one is going to give you anything in this life, hot or cold weather. If you want to achieve outstanding results & hit some life changing goals ... the only person holding you back is you!

    And, be sure to tell your mom about it when you call her to let her know that you are safe from the heat. She’ll love you for it.

    Iron sharpens Iron!!

  2. Haeane says:

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