We all go through them—the dreaded “sales slump”. If anyone tells you they’ve never experienced one, they’re probably in one right then.
It’s part of nature. While I don’t subscribe to the theory that just because business is good today it will be bad tomorrow (I think those are self-fulfilling prophesies in most cases), I do know that everyone, yes everyone, will go through a sales slump at some point in their career.
The key is keeping that minor slump from becoming major.
Let’s not let a bad few days turn into a bad month, a bad quarter or a bad year.
How do we do that?
There are a few things I think are critical when you first feel that slump coming on. Almost like diagnosing a cold or the flu, the sooner one can react the sooner you’ll “get better”.
Here are five things you should do:
1) Don’t press: The LAST thing you need to do is put pressure on yourself. Prospects and clients can sense it. Nobody sells out of desperation. You’re no longer trying to fill the client’s needs, you’re filling your own need to make a sale. That’s a bad prescription for a cure.
2) Take a day off: Get away from the job and clear your head. Go fishing or whatever it is you like to do as a hobby. Sleep late. Take a nap. Go for a run. Anything. Many times you’ll find just getting away for one day will make all the difference in the world.
3) Get back to the basics: Take a good, hard look at your sales process. Have you gotten away from the basics? Are you shortcutting? Have you changed anything in your normal routine? Go back and read some of your early training materials or books. They worked for a reason.
4) Look in the mirror: Here is a cold, hard fact: the problem lies with YOU. Don’t blame the economy, your employer, the weather or whatever other excuses you can dig up. The sooner you take responsibility the sooner you can correct your course of action.
5) Ask for help: What? Admit I have a problem? Uh..YES! Ask another salesperson or a manager to help. Tell them, “Hey, I’ve been struggling with (fill in the blank) for a little—would you watch my presentation (or demonstration or whatever) and see what you think?” Asking for help is a sign of strength—not weakness. Use it.
There you have it. Five crucial tools and strategies to keep that little slump from becoming a big one. Do you have strategies you use? I’d love to hear them. Email me at firstname.lastname@example.org and I’ll publish some in a future blog.
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