Posted on: Friday, March 5th, 2010
We all hit sales slumps. They are universal in the sales world. It’s not a matter of if, but when. The important question is what will we do about the slump when it comes our way? If you fail to act quickly, a sales slump will have deep and long-term impact.
Is a sales slump affecting your mindset? Start with a mental check-up. Do you see yourself in any of the following descriptions?
- Lack of positive energy
- Lack of motivation / determination / drive
- Increased discomfort and lack of confidence in sales conversations
- Coming up with excuses for why you can’t sell
- Creating a negative impact on others
Allow me to offer two pieces of advice to help you out of a slump.
First, you must be aware that your next customer has no idea that you are in a slump! Every new customer is a fresh start. As far as they are concerned you’re writing a contract every two hours. So don’t show the new prospect anything but positive energy. Say to yourself even before they walk through the door, “This is where the slump comes to end. The slump stops here!”
Second, focus on your behaviors and not just your results. If you’re not getting the sales at the pace you desire you have to look at the efforts that lead to the results. Start tracking how many times you are walking people through a model, how often you are asking the Plan Close question, how frequently you ask for the sale on visit one, and other such important tracking opportunities that will focus on behavior and not just results.
Sales slumps happen. It is only a question of what you will do when they come along. The worst thing you can do is …. nothing! Get aggressive in taking action, and you’ll stop that slump dead in its tracks.
