Written by: Ken Kupchik
There’s almost nothing worse a salesperson can go through than a sales slump, especially a prolonged one. A slump can make you feel like you’ll never close another deal again, and can sometimes lead to a self-perpetuating negative feedback loop.
We asked thousands of salespeople to tell us how they get out of a sales slump, and aggregated the most popular responses that came up over and over again. Not all of these methods will work for everyone, but if you’re struggling to close deals right now, try using an AI powered CRM, like Spiro, and check out some of the ways other salespeople get themselves out of a sales slump.
1. Get inspired
Different people are motivated in different ways. Some listen to loud music, others read inspirational quotes or books, and many of us watch motivational movie clips to get inspired. Whatever it is that moves you, go do it.
2. Embrace uncertainty
You hear this phrase a lot in entrepreneurship circles, but it rings just as true in the sales world. You can’t control who that next lead is going to be, or what changes are currently affecting your industry or your company, you can only control your own actions. Embrace the uncertain nature of sales and understand that it comes with the territory.
3. Clear your head
A sales slump can create a cycle of negative thoughts that prevent you from being able to push through it. Go for a walk, take a day off (if you can), or meditate. Do anything and everything that will allow your brain some time to recharge so you can come back refreshed and sell with a clear mind.
4. Exercise your way out of a sales slump
If you don’t work out at all, you’re missing out on a great way to improve your sales. Obviously exercising is healthy, but it’s also an effective mood enhancer and can help you recharge and gain energy to perform better at work. A $10 a month gym membership could mean $1000 or more a month in closed deals.
5. Accept responsibility
You work in sales, so you probably don’t need us to tell you this, but no one is going to feel sorry for you or come and rescue you. You live or die in this industry based on your performance, and no matter what outside factors play into it, the only person who is going to get you out of a slump is the person in the mirror.
6. Get back to the basics
Michael Jordan stuck to the basics, and it worked well for him. You don’t need to reinvent the wheel every time you’re pitching a prospect. Stick to the sales basics and quiet that little voice inside your head that has those bright ideas that got you into this mess. It’s not complicated.
7. Lighten up
Sometimes not taking ourselves and our problems too seriously can get things rolling again. There’s an old expression: “Laugh and the world laughs with you; cry, and you cry alone.” Which one would you rather be doing?
8. Change your perspective
Seeing things the way you’re seeing them now clearly isn’t working, so try something new. Read about new sales techniques. Put yourself in the customer’s shoes and think about what you would want to hear if you were them. Ask a co-worker for their advice or feedback on what you might be doing wrong. It will help.
9. Listen and ask questions
We’ve devoted plenty of space writing about why listening is so important in sales, because it is. Say hello to your potential customers, ask questions, then don’t open your mouth until you understand exactly what it is they want. Even if they aren’t talking business, listen to what they’re saying.
10. Remember why you do this
Most of us have a reason “why”. This doesn’t have to mean “why sales.” The “why” could be your family, your debt, your lifestyle, your children, or yourself. If you can find the real “why,” then you’ll absolutely be able to figure out the “how.”
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