R U Avoiding the Inevitable?

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R U Avoiding the Inevitable?

Written by Rocky LaGrone

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Beat Your Sales Slump

I have some good news about digging yourself out of a sales slump. Yes, it can be done, and usually faster than you think. You need an action plan, a positive attitude, and the drive to get things done. Maybe the following tips are only a refresher of what you already know, or perhaps they’ll give you a few new ideas. Regardless, these ideas work, and if you’re heading down the path of a slump, you’ll want to start here:

{mosimage}Have you ever experienced the dreaded downward curve or slump in your sales? Most of us certainly have. If you’ve been through it, you probably have a clear recollection of that lump in your throat, adrenaline-pumping moment when you realize that you need to scramble if you’re going to make your sales goal or quota. The feeling can be overwhelming and can set even the most seasoned salesperson into panic mode.

Of course, the best advice that I can give is to not let your sales dip in the first place. But, I’m not here to lecture. Instead, I have some good news about digging yourself out of a sales slump. Yes, it can be done, and usually faster than you think. You need an action plan, a positive attitude, and the drive to get things done. Maybe the following tips are only a refresher of what you already know, or perhaps they’ll give you a few new ideas. Regardless, these ideas work, and if you’re heading down the path of a slump, you’ll want to start here:

Go After the Low Hanging Fruit

Make a list of prospects who are attainable in the short-term. This isn’t the time to throw the “Hail Mary” for a long shot sale. Set your sights on those who can generate you some real sales now and work your charm on them sooner, rather than later.

Get Critiqued

When you’re in a sales slump, you need an honest evaluation of your abilities from someone who is objective. No, don’t ask your lunch buddy in the next cubicle. Ask your manager or someone you respect within the organization to evaluate your sales performance and presentation. Then, pick his or her brain for ways to improve.

Read Up

A sales slump should inspire your desire to hone your skills. Obviously, once you pull yourself out of this funk, you’ll never want to go back. Read sales books, articles, newsletters, and websites. Attend a seminar or a webinar. Explore new techniques, pick up innovative tips, and uncover fresh ways to sell to your prospects.

Stop the Blame Game

It’s natural to start looking for answers as to why you’re experiencing a slump. However, this isn’t the time to start blaming others or yourself. It doesn’t matter who or what is to blame. Your time and energy is better focused on developing strategies to improve your situation.

Try Something New

The truth is that you’ll always achieve the same outcome if you’re always doing things the same way. Branch out. Explore new techniques, strategies, methods. Who knows – you might just uncover a better, more successful way that will lead to better results.

It’s going to rain. Find something else to do.

I’m hungry. However, you knew well in advance you would be without food for the evening.

He said he was going to buy! I kind of got the feeling early on that this was a big game for him and he was not that interested.

All the above are the same, with a different focus. If you know in advance what is going to happen and you postpone the inevitable, shame on you.

Consider this scenario:

“John, I really like the software you’ve shown me and I appreciate the early payment discounts. As I told you earlier, we are currently using our CFO’s brother-in-law for this. While I like yours better, you are a bit more expensive and it’s going to be hard for me to get the okay to change. But, I’ll work on it and let you know. Thank you for your time.”

This isn’t rocket science; it’s business development. But, how many times do you go down the highway of hope only to justify their current vendor choice or the decision that was made long before you ever showed up?

If the inevitable is a no and you learn that early, stop! Go find another prospect! There is no shame in telling the prospect NO.

Here’s another scenario:

“I got an e-mail that she wanted to buy our tools and get signed up for our vendor replacement program. She even told me she had already looked at the competition and was sure we would be her vendor of choice. I set the meeting, went out there and spent 3 hours showing her, her engineers, and the head of maintenance our programs. They even took me on a tour. When we got done she told me that she would call when she was ready and it would only be a few weeks. That was several months ago…What happened?”

The inevitable is this prospect will likely buy. The salesperson avoided and postponed the inevitable by educating instead of selling. Show up with a contract and make the sale today! Then educate Engineering, Maintenance, and everyone else after the contract is signed.

If we can quickly identify, based on past experience, what the prospect is likely to do, we may then bring the inevitable to the forefront! If there is a naysayer on the committee, call them out, (respectfully)! If there is a barrier that could stop the sale early, bring it up!

If the incumbent is going to pitch a fit, and that confrontation is inevitable, bring it up!

Never avoid or postpone the inevitable, good or bad, and you will sell more, faster!

Close The Deal | The Sales Store

Rocky LaGrone
		About the author:
		Rocky LaGrone is president of The Training Group. He has been training professionally since 1989 and has personally trained thousands of people and worked with hundreds of businesses in most industries. His own sales experience includes life insurance, real estate, automotive, commercial landscaping, cars, boats, executive recruiting, and small businesses including his own entrepreneurial ventures, and of course professional training and coaching services .