Turning Sales Slumps into Sales Jumps
Turning Sales Slumps into Sales Jumps
Have you ever had this happen to you? Think back. Have you ever lost a sale and not known how to quickly bounce back?
In 30 years of selling, I've lost many sales. On the other hand, I've helped people to buy more often! No matter what I sell, I have a 70% to 85% conversion rate. This means I convert prospects into customers 8 out of 10 times. It may be possible to have 100% conversion rate, but I've not met a person who can back up that kind of claim.
Some of us can brush off a lost sale and just bounce right back by morning or late mid-day. Either we really do have that smile on our face or we are faking it until it gets there.
We might even be curious or so bold as to ask the lost customer, "What could I have done to earn your business?" That turns the initial disappointment into a learning situation and a valuable lesson.
But what do you do if you aren't that resilient? Here are seven top ideas to jump you right back on track:
1. Talk with friends in your network who know about selling. They are usually empathetic and more than willing to let you know how they get up and going again.
2. Take time to admit your defeat. Admit to yourself how awful it feels to lose. Get it out in the open, take a deep breath, and then start to gravitate toward more empowering thoughts and actions.
3. If you find yourself distracted with negative self-talk, take notes. Here is a Law of Attraction action adapted to get you going: Get out a sheet of paper. Draw a line down the middle. On the left side write out all the negative comments you are saying to yourself, and on the right side, write out the total opposite positive statements that you can believe. Then keep reading the more positive side to yourself. Bust that limiting self-talk. There are dozens of releasing techniques like this.
4. Telephone some of your best clients. You know the ones. They have been buying from you often, regularly, and always are happy to hear from you. This can be a quick feeling booster.
5. Read or listen to something inspiring or motivational. One of my favorite books is The Power of Full Engagement: Managing Energy, Not Time, Is the Key to High Performance and Personal Renewal. Jim Loehr and Tony Schwartz are the authors. I can always find an idea in there to get me back on track.
6. Read articles, sales materials and in general improve your product knowledge. This can make an otherwise unproductive time useful while you are still down.
7. Try a coach for a short term. Coaches who are properly trained can easily help people out of these situations. One of my sales coaching clients was stuck at a certain level. We worked to put a paper system into place that would help to more easily follow-up with prospects sooner than later. After just six months, their sales soared and they received national recognition for the first time ever.
Take actions that get you to move forward with a more uplifting feeling. If you get out right away with feelings of frustration or discouragement, it can backfire and pull you down further. The idea is to first do for yourself something that gets you back into a confident and optimistic demeanor. Then get out and get more business!
Turning Sales Slumps into Sales Jumps - To learn more about this author, visit Patricia Weber's Website.
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Even a small sales slump can bump some salespeople into a sales reluctance spiral. A whopping 34.7% of survey respondents admit to either taking days to get over a lost sale or they just give up and surrender only to get deeper into a sales slump black hole.
Have you ever had this happen to you? Think back. Have you ever lost a sale and not known how to quickly bounce back?
In 30 years of selling, I've lost many sales. On the other hand, I've helped people to buy more often! No matter what I sell, I have a 70% to 85% conversion rate. This means I convert prospects into customers 8 out of 10 times. It may be possible to have 100% conversion rate, but I've not met a person who can back up that kind of claim.
Some of us can brush off a lost sale and just bounce right back by morning or late mid-day. Either we really do have that smile on our face or we are faking it until it gets there.
We might even be curious or so bold as to ask the lost customer, "What could I have done to earn your business?" That turns the initial disappointment into a learning situation and a valuable lesson.
But what do you do if you aren't that resilient? Here are seven top ideas to jump you right back on track:
1. Talk with friends in your network who know about selling. They are usually empathetic and more than willing to let you know how they get up and going again.
2. Take time to admit your defeat. Admit to yourself how awful it feels to lose. Get it out in the open, take a deep breath, and then start to gravitate toward more empowering thoughts and actions.
3. If you find yourself distracted with negative self-talk, take notes. Here is a Law of Attraction action adapted to get you going: Get out a sheet of paper. Draw a line down the middle. On the left side write out all the negative comments you are saying to yourself, and on the right side, write out the total opposite positive statements that you can believe. Then keep reading the more positive side to yourself. Bust that limiting self-talk. There are dozens of releasing techniques like this.
4. Telephone some of your best clients. You know the ones. They have been buying from you often, regularly, and always are happy to hear from you. This can be a quick feeling booster.
5. Read or listen to something inspiring or motivational. One of my favorite books is The Power of Full Engagement: Managing Energy, Not Time, Is the Key to High Performance and Personal Renewal. Jim Loehr and Tony Schwartz are the authors. I can always find an idea in there to get me back on track.
6. Read articles, sales materials and in general improve your product knowledge. This can make an otherwise unproductive time useful while you are still down.
7. Try a coach for a short term. Coaches who are properly trained can easily help people out of these situations. One of my sales coaching clients was stuck at a certain level. We worked to put a paper system into place that would help to more easily follow-up with prospects sooner than later. After just six months, their sales soared and they received national recognition for the first time ever.
Take actions that get you to move forward with a more uplifting feeling. If you get out right away with feelings of frustration or discouragement, it can backfire and pull you down further. The idea is to first do for yourself something that gets you back into a confident and optimistic demeanor. Then get out and get more business!
Turning Sales Slumps into Sales Jumps - To learn more about this author, visit Patricia Weber's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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