There are 2 camps

In today’s edition, we explore a really simple and practical way in which to deal with the ‘common response’ you get from prospects in the run-up to the holiday season! Let’s get to it.

Good morning Reader,

I wanted to make this week’s email short but very practical.

With Christmas and the holiday season nearly upon us, getting meetings arranged or deals done is sometimes a challenge.

This is frustrating so early in the month, but we are getting to that point when the line ‘I have lots going on before Christmas, and so I think it’s best that we pick this up in the New Year’ starts to be mentioned.

I was speaking to a prospect earlier this week, and she said it to me.

I could have been frustrated and accepted the short-term defeat.

I could have been pushy and tried to get the deal done, but I know that would have ultimately cost me the whole opportunity.

So, I decided to use the 2 Camps line.

I came across this approach several years ago (not sure where I heard about it), but I have used it a lot in different sales situations. When delivered with the right tone, it is very powerful.

It can be used when going through initial questioning, when trying to close or when dealing with ‘Christmas/Time-based objections’

How can you use it?

Simple, create 2 distinct camps (heaven and hell) for the person you are talking about. Here is what I said.

I totally appreciate that, and thanks for being honest with me. I hear you. There is so much going on at this time of the year. Very often, people that I speak with fall into 2 camps.

Camp 1 are those who are shutting up shop now and easing down for Christmas, which makes sense, but which often leads them to make a slower start to 2026 as they don’t get going with projects until mid-January. These projects often don’t start to make an impact until the end of Q1, which can stall their plans for the new year.

And then there is Camp 2, who know it’s a busy time of year, but who are deciding not to wait and to act now to ensure the new year starts with a bang. They are committing to projects now and making use of this quieter time to get ahead of the game, so ensuring 2026 gets off to a strong start.

Out of interest, which camp do you prefer to be in? From our conversations, I assumed you would be in Camp 2.

Creating 2 distinct groups or camps which subtly talk to a negative and then a positive situation is a clever way to make the prospect feel a bit guilty for turning down the meeting or the deal now.

When I used these phrases (and I used the out of interest phrase with a really surprised tone), the prospect started to reconsider her own initial thoughts. I had made her realise that putting off something now for no good reason was going to cause a challenge in January, and she said to me in a hopeful tone, "that's a good point, and I do want 2026 to get off to a good start. Maybe we should just get started now."

I then proceeded to discuss how we could get things moving now, ready for implementation in early January and got her signed up to work with us.

The 2 camps line had worked again.

There is, of course, no guarantee it will. Some people are going to stick to their guns regardless of what ‘negative’ camp you put them in. They aren’t for budging.

But when you make the other side realise that by halting plans for no good reason and losing a month in the process, they are hurting themselves, they very often rationalise and choose a different decision.

You can’t tell a prospect they're wrong. You just need to help them see that their indecision now is really self-sabotage. When they see it (presented nicely by the 2 camps), then things happen.

So if you are starting to get these objections in the last week before Christmas, create your own version of the 2 camps. Deliver the message in a friendly, engaging tone which isn’t desperate but which sounds reasonable and watch to see what reaction you get.

I believe that when delivered well, it can turn the ‘roadblocks’ now into opportunities.

Use it and let me know how you get on.

Have a brilliant week ahead.

Stay positive, stay focused and remember you always have a choice. Eat or be Eaten.

James