When things are going well, you go into your sales appointments with complete confidence. The product or service you’re there to talk about has many features and benefits; there’s no doubt it will enhance the life of your prospect. Prospects say yes. You’re hitting your goals.
And then one day, you start hearing no more often than usual. You’re suddenly in a sales slump. It happens to all of us at some point, and you’re desperate to get out of the sales slump.
Let’s talk about the best ways to get out of a sales slump.
To get out of a sales slump, assess the situation
When you’re in a slump, it’s a good idea to take a deep breath (that’s step one) and assess the situation calmly.
- Identify successes you’ve had so far: find some positives in this situation. It may not be the success you want right now, but it is important to identify the successes you’ve had thus
- Identify challenges you’ve had so far: What are the challenges you’re facing, and how were you personally responsible for them?
- Identify what’s in and beyond your control: Objections are things that you can control. They’re a signal that the customer or prospect hasn’t got the value they’re looking for from your product service or offering yet. It’s different from a condition, which is beyond your control. Focus on controlling objections, not on changing the conditions your prospect is in.
Shift the tone of your presentation to end a sales slump
It is possible to have too much confidence. Let me explain.
If you have too much confidence in the value of your product or service, you might end up feature dumping. You might think all you need to do is talk (talk and talk and talk) about how great the product is, and the prospect will say yes.
The tone of that presentation is too me-driven. It’s all about what your product or service can do. It’s all about the features you offer. It’s all about the support you will provide.
While those facts may have value, they should not drive your presentation.
Instead, shift your tone to be service-driven. Ask smart discovery questions, and spend more time listening than talking. Get your prospect to reveal the problems they have, and then discuss the best way to solve them. You’ll be a better communicator and start hearing yes again.
In the end, they might say all the things you expected them to say. You’ll be tempted to go back to feature dumping. If you do that, you won’t end your sales slump.
Shift your mindset to end a sales slump
When you’re hearing no a lot, it’s easy to become negative. Constant negative thoughts quickly become your reality. When we take in the negative energy around us and feed into it, it will create negative results in business.
You can’t let negativity take over. Instead, the next time you face negativity, you have to find positivity. Ask yourself “How can I address this negative fact and find positivity? How can I prevent this negative thought from impacting other areas of my life?”
I know it is hard work to focus on the positive when you are in a sales slump. If you make it a priority to stay positive, you’ll start to hear yes more. If negative thoughts can become your reality, so can positive thoughts. Positive thoughts will create positivity in your life, and help you get out of that sales slump.
Need help busting out of a slump?
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