I don't care how great you are, sometimes a SALES SLUMP just happens. You need to nip it in the bud right now.
IMMEDIATELY, YOU NEED TO STOP
SAYING THINGS LIKE,
"I'M SLUMPING", OR " I'M IN A SLUMP."
When you do this, you are actually reaffirming to your subconscious mind, that this is exactly what you want.
Do not identify yourself as someone who is slumping.
REMEMBER, WHAT YOU AFFIRM, YOU GET!
So, let me show the best way to get out of this, and how get your head screwed back on the right way.
Let me just start off by saying it, STUFF HAPPENS!!
There are going to be times when you have given the perfect presentation, said all the right things at the right times, and you still couldn't close the deal.
YOU CANNOT SELL BROKE OR IGNORANCE.
If you have done your job, followed your presentation, and have done what you needed to do, and did not get the deal,
MOVE ON, AND FORGET ABOUT IT.
THE NUMBERS WILL ALWAYS PAN OUT, SO BELIEVE IT!!!
Do not drag the disappointment of that NO SALE, into your next presentation. I have been preaching this for years.
The next person that you are in front of sees it and feels it.
TRUST ME THEY DO.
The problem; is then the feeling of desperation, which is easily spotted by a potential customer, rears it's ugly head. When this happens, the salesperson will become plagued with the worst thing that a salesperson can have,...COMMISSION BREATH. Nothing smells worse, especially to the customer.
You become desperate, you start to take shorcuts and mentally you begin to tell yourself things like the presentation doesn't work, I get crappy leads and so on.
This is the time when you need to do what my old wrestling coach would tell me to do. GET BACK TO THE BASICS.
Look, you may have a bad day here and there, it happens. If you are following your presentation, and the company you sell for is doing what they promise to do, it will not last long.
If you are doing the proper things, you just had a couple of bad days. The numbers are the numbers, and it will work itself out, does that make sense.
Don't over complicate it. Don't over analyze it.
The customer allowed you into their life for a reason. I do not care if it is at their home, or their place of business. It does not matter. Obviously, there is some interest in what you and your company have to offer, or else you would not be there.
Does that make sense?
HOWEVER....
It's not the company's job to provide
LAY DOWN leads for you.
Hell, if it were just that simple, companies could send out anyone with a contract, and just have him point to the area of the contract where the customer needs to sign.
Oh, If that were only true...
We all need to earn our commissions.
Almost every time I witness a salesperson slump, the common denominator usually is, that they are off the presentation running their own agenda. The presentation itself, doesn't even look or sound like the presentation they were taught.
Do not allow your training to go awry,
simply due to some ROUGH SALES DAYS.
Remember, sales is a momentum based business.
One of my old bosses favorite sayings used to be,
GET OFF YOUR RUMP AND GET OUT OF YOUR SLUMP.
No truer words for a salesperson have ever been spoken.
Items to remember to make sure that a bad sales day or two,
DO NOT END UP IN A SLUMP.
(1) Did I create enough rapport with the customer?
(People buy from people they like)
(2) Was my presentation interesting and educational?
(Boring presentations are a death rattle to a sale)
(3) Were the answers that I gave to the customer, to handle their objections, done in a respectful manner?
(Rude answers always place a bad taste in a customers mouth)
(4) Is my product going to solve the customers issue?
(It better take care of the need at hand)
(5) Was my presentation done in such a way as to have the customer WANT IT, not just need it?
(People will do more for a WANT SALE than a NEED SALE)
(6) Did I ask for the order at least 5 times?
(This is crucial, it shows you believe in what you are selling)
(7) Have I followed all of the steps in my presentation?
If you can answer yes to all of these questions,
QUIT WORRYING.
You just had a rough day, it can happen to anyone.
Get back up, dust off your chaps, and get back on the horse tomorrow. You will be fine
Da Bear