No matter how good a salesman you are you will
inevitably hit dry patches and stagger through slow periods. That’s part of the game. However, if the fundamentals are in
place—good leads, the necessary dials, an expert pitch, consistent follow-up,
and a strong close—you’ll ride out tough economic times. This is easier said than done, and I
don’t need to point out that in trying periods it’s easy to lose focus
and stray from good habits while shortcutting your way through the process.
How do you stay positive and remain confident after
the rain of rejections that pour down on a daily basis?
Well, first off, it’s essential to look to your
colleagues who are inspirational and optimistic. Keep your distance from the naysayers and the
complainers. If you work from home
try to latch onto something positive (the weather, an upcoming vacation, a
prospect you’re following up with to help you pay for that vacation, etc.)
before you start the day.
Do not become gun-shy. You need to trust your instincts. It is very easy to fall into uncertainty and be wary
especially if you hear “no” all day.
Be conscious of your thoughts and your manner on the phone. Are you backing off from the prospect,
not asserting yourself and asking for the sale? Is your voice too soft and low? Do you sound confident? If not, you won’t be put through to the decision
maker or make that deal. A good gatekeeper, the best
Shirleys in the world, can smell uncertainty a mile away and they’ll end up
asking you several questions before pointing you in a direction—away from Bill
the decision maker—that’s not the right course. And if you reach Bill on the phone he wants to hear from someone who’s on the ball and ready for deal making.
Bad calls are going to happen. If you verbally spar with Shirley and
don’t get the information you need then move on. Forget about it.
And the best way to forget about the last call is by placing the next
call. It’s true, if you dwell you
won’t sell. Period. And if Bill doesn’t buy there’s another decision maker to reach on your call.
Another good way to stay on track is to have your
colleagues point out what you’re doing wrong. Listen to constructive criticism and keep an open mind. But the best way to keep your edge to
be your own best critic. Take
yourself off autopilot and be conscious of how your day is progressing and what’s
working and not working.
A large part of the sales process is grinding it out,
and when things aren’t going well the job can become a grind. But the term has a negative
connotation, true, but know that you’re not alone. The very best in the world grind it out. Ask Tiger Woods. He doesn’t always have a good round but
he’s extremely focused, works hard, and he doesn’t stray from his game
plan. You’re no different. And if the day is wearing you down then
take another walk around the block, take another break, stretch, meditate. In other words, step back and ask
yourself: What’s going wrong here?
Regroup, rejuvenate and move on according to plan.