Top 6 Things To Do To Turn Around A Sales Slump
Don't allow your career to go down the drain
Stay in sales long enough and you will experience a sales slump: When customers either don't buy from you or push deals off till "next month." Times during which even your best customers won't make a decision and when profit is more like a concept than a reality.
While there are no guaranteed fixes, there are 6 easy things that every sales professional can do to help turn things around.
Take a Mini-Vacation
Sometimes the problem that causes a sales slump is the sales professional. Every sales rep knows that sales is tough, demanding, frustrating and can take a whole lot of energy. If you notice that you are either in a slump or are heading towards a sales down-period, take an honest look at yourself.
If you feel that your patience is short and the little things that usually don't get to you are causing you grief, you may need a little break from the daily grind of sales.
It may sound contrary, but sometimes the best thing you can do to turn around a sales slump is to simply stop selling, stop thinking about selling and doing anything that even reminds you of selling.
TV Detective Colombo was famous not for his neat and well-kept appearance but for his curiosity. Things that others had no interest in would capture Colombo's attention. He would ask questions about things, people, events that would baffle people.
And his curiosity would always pay off in the long run.
If you can take a similar approach towards the reasons behind your sales slump, you may discover something simple that you would have otherwise overlooked may bring an instant end to your slump.
Find a Mentor
If you are new in sales, the sales slump you are experiencing may be your first. But for those more tenured, slumps are part of the career. Find someone on your sales team, employed with your company or in your home area and ask him how he handles sales slumps.
In all likelihood, your mentor will have experienced a few sales slumps and probably will have some unique advice for you. Who knows, he might even have found the secret to avoiding sales slumps entirely!
Get Some Training
Sales training is one of the most important things you can commit yourself to during your career in sales. Sometimes what causes a sales slump is when you stop using some basic, fundamental sales skills. Simple "blocking and tackling" training that you probably went through when you first got into sales can be a powerful, effective and easy way to discover something that you forgot that you should be doing.
It may take some "pride swallowing" but would you rather end your slump or end your career?
Work on Your Listening Skills
Many sales people cause their own slumps by the simple act of talking more to their customers than listening to them. Why? Once a sales professional earns some experience, they often think that they know exactly what the customer needs, how to sell the customer and what is the best thing to say next. In other words, they think that they no longer need to listen as closely to their customers as they did when they first started the job.
They couldn't be more wrong.
If you find yourself in a slump, make a commitment to go visit as many customers as you can in a week and focus on listening 2 to 3 times as much as you talk. You'll be amazed at the results.
Be More Positive
When you are in a sales slump, you feel like you "need" to make a sale. That feeling of "need" is the most damaging feeling you can bring with you to a customer meeting. Instead of getting caught up in the feeling of "need," focus instead on all the success that you've experienced during your career. Focus on all the good things that are happening in your life and all the things you want to achieve.
What you focus on is what you will experience in life. Focus on "need" and you will experience more of the same. Focus on what you want and on what is going "great" in your life and career, and you'll be rewarded with more of the same!