Newcomers and veterans alike confront it - the daunting "sales slump." This barren spell, lasting for days or even weeks, can seem endless, devoid of any successful sales. What is the secret behind winners' resilience in the face of this slump? The ability to self-calibrate! Here are several practical and significant adjustments to your sales methodology that I've personally found effective.
Understanding Weaknesses and Crafting Solutions
- Pinpoint Your Achilles' Heel.
A chain's strength is defined by its most vulnerable link, isn't it? The ability to consecutively close multiple sales in a single day is within your reach. It's crucial to identify what hampers your selling potential. What undermines your optimism, disrupts your sales routine, interrupts client meetings, or deflates your motivation? This factor is your Achilles' heel, your personal Kryptonite. Acknowledge it! Recognizing the issue is already half the battle.
- Maintain Your Routine.
An erratic work mentality often leads to uneven sales outcomes. Why? Taking a prolonged break amidst a slump instills a failure mindset in an agent. Champions opt to stay focused on their sales efforts, not the absence of it. Instead of drifting off for a "break," use any free time to rehearse your sales pitch with a "mock client." Engage in the complete sales dialogue, including the application process to familiarize yourself with collecting customer payment details. ENSURE YOU'RE ALWAYS ENGAGED IN SUCCESSFUL ACTIVITIES. Do something that simulates "closing a sale," even if it's just a mock transaction. Seek feedback from your "mock client" on areas needing improvement. Keep refining your presentation until it's seamless and smooth. Then, implement this enhanced sales pitch with real customers. A better you means better results.
- Reemphasize The Fundamentals.
It's pretty straightforward in sales. To tip the scales in your favor, crunch the numbers. The more client appointments you secure, the more sales you stand to finalize. Engaging with the next customer is the only route to securing the next sale. Early in my career, as an average salesman, I realized the more effort I put in, the luckier I got. The more individuals I interacted with, the more sales presentations I conducted, leading to more sales. Success is straightforward, but not necessarily easy. Top performers, raking in hefty commissions week after week, are astute enough to prioritize what's truly important - "The main thing is to keep the main thing the main thing." Constantly engage with as many people as needed to hit your daily sales target.
- Dispel Your Self-doubt.
Positive or negative affirmations often manifest in our reality. Self-doubt can sneak in amidst the natural fluctuation of sales highs and lows. Reinforce your self-belief! Assertively declare, "I am improving." "I command my fate." "I don't have to settle for a minimal paycheck." "I can conquer this." Counteract negative emotions by vocalizing your true identity and desired outcomes. The truth is, you are capable of succeeding.
- Revamp Your Closing Strategy.
Don't capitulate when a customer is hesitant to make a buying decision immediately. Your sales slump can be instantly rectified by discouraging a client's tendency to delay. When a customer asks, "Can we have more time to think about it?" reply with assertive closing statements that bolster your self-assurance...
- "No ma'am. No sir. I recommend that you make a decision about this plan's suitability while I'm available here with you."
- "I suggest we apply for the benefits while I'm on call with you." "This isn't a concern for tomorrow; it's crucial today."
- "Absolutely. Mull it over for a few minutes. I'll be here at my desk, working. You can let me know your decision in 5-10 minutes." *(I infer they wish to contemplate it while I'm in conversation with them).
- "Rates may increase for those who delay. I'm not authorized to reserve these lowest premiums and zero-cost benefits for anyone. However, you don't have to part with any money today to secure permanent protection coverage for your family. Now, considering an unfortunate event occurs tonight, which plan best aligns with your lifestyle and budget?"
- Revise Your Attire.
This suggests that your professional appearance matters. Personally, I donned a tie daily for the initial six months while transitioning from field sales to phone sales, regardless of whether my clients could see me. Why? Because of the confidence it instilled in me.
Dress to impress. Present yourself as a professional! If you operate in your pajamas, you'll feel like you haven't left your bed. As highlighted by Tony Clark in his book, How YOU Can MASTER Final Expense, dressing the part of a professional is essential. Perception is reality in our modern world. It's amusing how dressed-up Walmart shoppers are often mistaken for store managers and asked for directions. Your attire while working can attract needy customers and also influences your professional self-esteem.
- Incentivize Yourself.
Set a realistic sales target. Reward yourself with a small indulgence or delicious meal once you achieve it. However, agents in a slump often prematurely reward themselves, spending money or taking breaks to cope with disappointing sales figures. Break out of your slump by reversing your reward system. No sale, no reward. Resolve to treat yourself only after attaining a challenging, yet attainable sales target.
Reward Yourself Right: Incentivizing Success to Reinvigorate Your Sales Performance
Overcoming a sales slump hinges on enhancing a single aspect of your approach daily. Improving in one area triggers enhancements in other key areas. Transform your "sales slump" into a sales surge! I have faith in you!