Rising Above the Slumps
Sales slumps are inevitable. No matter your experience or success level in sales, you are either coming out of or soon will enter your next sales slump. Markets cycle up and down, and your book of business has similar patterns. This often has nothing to do with the market itself. The flow reflects your actions and activity, or lack thereof, along with how you are internally processing during the slump.
Even the most disciplined and skilled producer will experience a slump. However, it is generally less often and with less income loss. Every sales professional receives significantly more “NO’s” than “Yes’s” sometimes at a ratio of 50 or 100/1. The gap between “Yes’s” can be reduced with improved sales and conversion skills. Too often, poor execution loses the sale by not challenging or allowing the objection to stall.
Inevitably, a slump will occur—it is part of the nature of the beast. You can effectively navigate these slumps to better days and success if you do the following:
- Win the battle of the mind. To get back on track you need to start with your inner self, thoughts and attitude. Usually attitude and mindset are not in a good place if the slump has been going on for a while. Start by realizing that everyone experiences them and you can work yourself out. Next, affirm to yourself that you are not in the game for the ‘no’, rather you are in the game for the ‘yes’. Every ‘no’ you receive puts you one step closer to your next ‘yes’. The slump should not determine your value or success.Know that your attitude determines your altitude and simply adjusting mindset puts you in position to soar again.
- Increase your “at bats”. The best thing a baseball player can do to get out of his/her batting slump is to get in the batting cage and get more “at bats”. Adjusting stance, swing and hand placement will result in more hits. Since sales is a contact sport, you need to talk to more people if you want to realize a new client. Even if you don’t change what you are doing, talking to more people eventually will result in a “yes” sooner or later. If your daily contacts aren’t getting results- increase the number of contacts—double, if necessary, until you see the results you desire.
- Increase Conversion skills. It is essential to review, revise or implement a sales process with scripts if you don’t already have one. Your initial call scriptsmust build instant rapport in 10 seconds or less. Your prequalifying scripts need to put you in control, build value, and help you read into the status of your prospect. Your 6 Step Dynamic Presentation should lead to the ultimate conclusion (yes); provided you are presenting to a qualified lead who is ready to move forward if they like what they hear. Becoming a master objection handler and having a strategic response for the key objections you face is critical. Too often we can all be one or two questions away from a sale and not realize it.
- Put on draft horse blinders. The best way to get back in the game or come from behind to win, is one play or step at a time. Focus on the lead or prospect in front of you or the next potential sale. Plan your work and then work your plan. Draft horses have blinders to keep them focused on what is in front of them. Do the same thing by eliminating distractions and staying on target—your next sale. Stay consistent with your business growth disciplines: Daily prospecting, time blocking, production tracking, script rehearse/role play and Business Development.
If you would like more help getting out of your slump, Contact Us and schedule a Complimentary Session with one of Our Coaches. Consider hiring a Coach to make sure you are playing your A game every time you go out on the field. After all, the best athletes and performers have one, you should as well!
