Kickstart Yourself Out of a Sales Slump!

By: Geoffrey James
Topics: Marketing

Having a bad quarter? Well, you're not alone. It's pretty tough out there. However, while the economy plays its part, you'd better be sure that you're not creating a self-fulfilling prophesy. With that in mind, here's an easy, six-step recipe for kick-starting yourself out of a sales slump.

Step #1. Don't Panic. When your numbers are going south, it's hard not to take it personally. However, there's a natural cycle to everything, including sales, and the fact that you're having a down quarter doesn't mean anything other than that -- a down quarter. Take a deep breath and don't let it get to you.
Step #2. Get Some Perspective. Chances are you're going to come out of this slump, probably sooner than you think. Worst case, you'll may need find another job. But that's no big deal. You how to sell so, by definition, you're more hireable than 99% of the people in business today.
Step #3. Give yourself some credit. Even though the economy sucks, you've still managed to drag yourself to work and do whatever you could. That kind of courage is nothing to sneeze at. A lesser man might have given up. You didn't, and that means that you've got what it takes to succeed.
Step #4. Reframe the Situation. Your slump seems like a big problem, but is actually a big opportunity. Once you handle this situation, you'll know that you've been "tested in the fire." Conquer this slump, and you'll know that nothing will ever stop you again. Use everything to your advantage.
Step #5. Break your Old Pattern. The only thing left now is that weird feeling of dread about the slump. Whenever it comes up, stand up (immediately), shake yourself, and focus on something else, like the next step in your sales process. Over time, that "slump" feeling will completely disappear.
Step #6. Work your Sales Process. Now that you're re-centered, focus on the mechanics of selling. Make the calls. Do the follow-ups. Don't think about your quota. Work the numbers. Do your job. You'll be surprised at how quickly your sales performance will improve.

BTW: The above is based upon some training I got a long time ago from good ol' Tony Robbins. Yeah, I know he can be annoying, but he's got some good stuff to teach.