Help! I can’t get a Sale!….Get Me Out of Here…

In a Sales Slump?   Not making enough (or any) sales.   Feel like you’re unable to get out of the rut?   Is it the economy or is it YOU?

Maybe you’re not in a big slump, but just can’t seem to hit the quota numbers or numbers you need. Let’s call it “sales under-achievement.”

·         Don’t panic

·         Don’t press too hard

·         Don’t get down on yourself

·         Don’t get mad

·         And above all don’t quit

OK, OK, there’s a bit of a slowdown, well a big slowdown, but don’t be too quick to blame your lack of performance on “it” before you take a hard look at “you.”   Take a closer look at your sales before you blame the “economy.”  Here are the prime causes of sales slumps:

·         Poor belief – I don’t believe that my company or product is the best.

·         Poor work habits – Getting to work late, or barely “on time.” Not spending your time with people who can say “yes.”

·         Misperceptions that lead to excuses… I think my prices are too high, or my territory is bad.

·         Outside pressure – Caused by money problems, family problems, or personal problems.

·         Poor habits – Too much drink, too much food, or too much after hours play.

·         Someone who says, “You better do it,” instead of, “I know you can do it.”

·         Customer cancels a big order… Weakening your personal belief or causing severe money problems… or both.

·         Getting yourself down from any of the above.

When you’re in a sales slump, you begin to press for orders instead of selling to help the other person.   When you have the pressure to sell, the prospect senses it, and backs off.

Then things get worse. You can’t sell seem to sell at all, and begin to panic.

Asking the same question again… What causes a sales slump? You do. Therefore, you are the best (only) person to fix it.

Here’s a prescription to help cure sick sales:

·         Study the basics.  Usually what’s wrong is not complicated. In fact, you probably know what’s wrong. Your problem is that you think it’s someone or something else’s fault. List two or three areas that need immediate attention. Have the guts to take action.

·         Revisit your (or make a new) plan for success. Do it today. Plan what you need to do to make your numbers – do the maths.

·         Include in your plan 5 things you could be doing to work smarter AND harder.  Make a plan to work as smart as you think (or say) you are.  Hard work can change your luck.

·         Change your sales presentation. Try a different approach. Take the customer’s perspective.

·         Talk to your five best customers.  Ask them to evaluate your situation.

·         Get someone you respect / who is selling to evaluate your sales ‘presentation’. Take them with you on sales calls. And ask for feedback

·         Get to work an hour before everyone. Put in more productive time.

·         Stay away from ‘pity parties’. Don’t make a sales slump worse by whining or hanging around a bunch of negative thinkers and underachievers.

·         Hang around successful people find out what they are doing. The best way to get to success.

·         Have some fun.  Do a little extra of what you like to do best (unless too much fun is the cause of your sales slump).

·         Spend 30 minutes a day (in the morning is best for me) reading about how to improve your ability to sell.

·         Take a day off – relax, take stock, make a plan, re-group, re-energize, and return with renewed determination and better energy.

·         Record your sales presentations – whilst delivering it. Then listen to it immediately afterwards. Take notes.  Act to correct.

·         If possible, video record your presentation. Watch it with others who can give you constructive feedback.

·         Avoid negative talk and negative people like the plague. Find people who will encourage you, not dump on you.

The one thing that usually breaks the slump is extra practice — to regain the pattern.  Look at these fundamentals first.

Regards

Peter