You in a Sales Slump? Stop That Dip in Your Performance and Get
Back in the Selling Zone.
You miss an important sale. You
have a series of bad days. You can't sell to your potential. This
article takes a snapshot of what slumps are, how to get out of one,
and how to avoid them altogether. You'll learn how to get out of
the dreaded sales slump syndrome so you can reach more of your selling
Are You In A Sales Slump?
Stop That Dip In Your Performance
and Get Back In The Selling Zone
Bill Cole, MS, MA
Founder and CEO
William B. Cole Consultants
Silicon Valley, California
Selling slumps. We've all been in this train wreck
before. You miss an important sale. You have a series of bad days.
You can't sell to your potential. You can't seem to extricate yourself
from its deadly grip. You're in a sales slump.
Let's take a look at what slumps are, how to get out of one, and
how to avoid them altogether. Let's get you out of the dreaded sales
slump syndrome so you can reach more of your selling potential.
If you know what to look for, and how to manage your mind, you can
minimize the effects of slumps and reduce their frequency.
What Is A Slump?
A slump is any decrease in performance, over
time, not just one bad day. A slump may start innocently enough.
You might simply lose a sale. It bothers you. You lose another sale.
That bothers you more. Then someone makes a comment that "you might
be in a slump." You botch a sale again. Suddenly you decide you
are in "an official slump". Your depression and anger about "being
in a slump" fuels it, makes it worse and maintains it. Your poor
results worry you more. You begin to think so much of how to fix
the slump that you "get into your own head" too much. Now it really
is a slump. And now it's a mental issue. But one you can handle.
How Do You Get Out Of A Slump? My Top Five Tips
To Peak Performance.
1. Be Clear About Your Definition Of A Slump.
Make sure the slump you are in is a real one. If you assume you
are slumping after one bad sales performance, you are far too quick
to judge yourself so harshly. A more reasonable definition of a
slump would be where you have a series of poor outcomes.
2. Don't Let People Talk You Into A Slump. Some people love
to tell you that you're in a slump. They think they can see the
slumping pattern you're in. Don't let their negativity affect you.
Make up your own mind about your sales performance.
3. Change Your Routine. Sometimes a slump starts because
you're bored, yet you may not realize it. Your routine may be too
predictable. Mix it up! Try some new selling skills, some new selling
practice systems and some new presentations. Often just a change
in routine will wake you up and give you a new perspective.
4. Practice Harder And Improve Your Sales Weaknesses. Simple
as it sounds, sometimes you sell poorly not because you are weak
mentally, but just because you have a selling weakness or outdated
presentation. Try practicing your presentations and closes longer,
harder, better and smarter. Work the slump out on the selling practice
5. Stop Trying So Hard When You Are With Customers. This
sounds like a contradiction from the previous tip, but think for
a minute. Slumps are very frustrating. They can make you exert incredible
amounts of non-useful energy. From a performance psychology standpoint,
only a perfect amount of effort gives great results. Too little
effort and your performance is flat. A slump unfortunately brings
out too much negative energy in your efforts to defeat the slump.
Trying too hard kills your selling performance. Relax and try softer,
Don't assume you are in a slump before one is truly there. Have
a slump plan ready to go and take concrete, positive action. Stay
one step ahead of the slump and you'll keep your sales performances
To learn more about how sales coaching can help you become a better,
more confident sales professional, visit Bill Cole, MS, MA, the
Mental Game Coach at www.mentalgamecoach.com/Services/SalesCoaching.html.
Copyright © 2011-
Bill Cole, MS, MA. All rights reserved.
Bill Cole, MS, MA, a leading authority
on peak performance, mental toughness and coaching, is founder and
CEO of William B. Cole Consultants, a consulting firm that helps
organizations and professionals achieve more success in business,
life and sports. He is also the Founder and President of the International
Mental Game Coaching Association (www.mentalgamecoaching.com),
an organization dedicated to advancing the research, development,
professionalism and growth of mental game coaching worldwide. He
is a multiple Hall-Of-Fame honoree as an athlete, coach and school
alumnus, an award-winning scholar-athlete, published book author
and articles author, and has coached at the highest levels of major-league
pro sports, big-time college athletics and corporate America. For
a free, extensive article archive, or for questions and comments
visit him at www.MentalGameCoach.com.
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