In this post I want to talk about something that is going on with me currently. I have been in a funk or a drought for the last couple of weeks and it has really been a drain on me and my work. I am not sure what is going wrong. I have been working like I always have but it has been tough of late. Working through negative sales results can be very frustrating and just plain hard.
I know all the things that I am talking about in this post has been posted on this site before but I have to work through these things personally everyday so it makes sense to repeat some of the principles that I have been working with.
Despite the negative sales results I have been I have been trying to be positive. I have been trying to make up for some of the losses that I have been taking and it really has been trying on me personally and professionally. I know that I shouldn’t take things personally and I should not care but it is hard not to care. I know that I am not perfect by any means and I am continually trying to learn and grow professionally and personally.
I have decided that the best things I need to do to stop this funk is to –
- Smile and be happy about the amazing things that I do have in my life – Wife, Kids, Health, etc.
- Keep working hard and smart.
- KEEP POSITIVE – I have to remember to be positive because good things happen when you stay positive.
These 3 things will help me achieve my sales goals!
Positive Attitude is very important in any sales position. I know that I have mentioned this in previous posts but it is something that has to be worked on everyday. I really enjoy this video Positive Mental Attitude by Jeffrey Gitomer because of the great info about having and keeping a positive attitude. When I watch it I usually forces me to realize that I need to do a better job of letting things go and moving on. If I do a self check on why I am in a bad mood I should be able to isolate the issue and move on to the next thing that I need to do. If I don’t let things go and I let issues that I cannot control get me down then my entire day will be shot and I will be down that day and possibly the next day as well. If that negativity goes unchecked it can be the start of a really bad sales drought and could hurt my performance. The negative attitude could also spread to your coworkers.
If you are in a sales drought it may be that you are stuck in a negative attitude. Take a look at this video by following the link below and think about what he says. Try to apply it to your life and your job and should help you in both. It has helped me with my positive mental attitude and I hope that it can help you as well.
Positive Mental Attitude – Jeffrey Gitomer
In sales there is seemingly never enough time in the day to see everyone that you want to see. We only have 24 hours everyday. We cannot use all of that time. In all reality most will only have about 7-8 hours in a day that will be good for selling. That time goes by faster than people think. I have put together a few tips to help with time management. These have helped me stay focused and sell more.
1. Spend less time in the office. I have found that if you get stuck in the office doing administrative things you will have so much less time to do what you are actually paid to do. One way that I try and avoid this is to come in a few minutes early (before my boss) and do any paperwork that I need to do. You could also do this after the prime time to sell and do these outside of normal business hours. The only time that I will stay in the office longer is when I have a prospect meeting me there or if there is a training etc.
2. Try not to waste time on prospects that are not going anywhere. These are potential customers that said sure to the initial “Can I come out and show you…?” They will seem interested. But these prospects will give signals that they are not going to move forward. If they are reluctant to make the final decision or if they say things like “I need to talk with my wife” they are more than likely not going to be a good prospect for the time being. Another signal that I see a lot is when someone will be reluctant to call you back. These prospects may be good prospects in the future so I would keep their info and even set an appointment my CRM (Salesforce, Nimble, etc.) to just check in on them. It is far better to move on to other prospects and stop wasting time driving to and from to meet with the non-buying prospect’s.
Time Management can be ruined by a messy desk.
3. One more time management tip that is very important to my productivity is being as organized as I can be. I think that most people know that shuffling through a lot of papers can take a long time. Now imagine if you are looking through papers many times every day. This could be most of your day. I have folders for my accounts. I have them in a bin. So that I can move them from desk to car very easily. I try to keep my digital files organized in a thought out mann
er so that I don’t save it to my computer and then have to the digital paper shuffle to find things. My CRM helps me maintain an organized calendar and can help me with my follow ups for customers. One last thing that I do to help my organization is at the end of the day I put together my top priorities for the coming day. This helps me to be focused when I prepping for the next day. I will go through my list and make sure that I have something for all of my priorities.
These tips have helped me to sell and I hope that they will help you too.
I know I have mentioned this already in the previous post but it so important that I decided to talk a little bit more about attitude. It is easy to say that you need a positive attitude. It is a lot harder to actually keep a positive attitude. So I’ve discussed how I do it. If I’m honest I have to work on my attitude everyday. I have to WORK everyday to keep my attitude where I want it. When I have something negative happen in my day, and they do happen. Negative things, whether it is rejection or sale that just didn’t work out right are a constant in sales. What I do to isolate the negativity is like I wrote about last time. I do just that. I isolate the bad and think of the good. You cannot take the rejection personally. I decide that I am going to take the negative and try and learn from it and move on to the next good thing. You have to get back in to your sales attitude (which is a positive upbeat attitude) quickly. Any type of sales profession is a numbers game. I try and look at the negatives as one step closer to a positive.
The sure fire way that will make my day better is to make a sale. It doesn’t even have to be big sale to boost my spirits and my confidence. This is where daily activity comes into play. The more I am out there pounding the pavement and talking with potential clients, the more often I will get a potential customer to tell me yes! The person that gets the most sales is probably the person that gets told no the most often. If I let the negative and let my attitude slip I will not be able to sell and will be stuck.
So what I am trying to say in this post is that everyone in sales gets rejected. Some of us will get rejected more than others just based on how much sales activity we individually have. It is how we take that rejection and our ability to move on past it and our daily effort to sell that will determine how successful we will be in our sales careers.
We have to Stay Positive and Work Hard!
Being able to stay positive in sales is HUGE! One of the easiest things to do in sales is to get discouraged. How many no’s do we hear as sales people every single day? How many rejections? I know that I get rejected just like everyone else and I also know that it can be tough to get through the no’s to be able to get the yes’s. I know that being sales can be a complete GRIND, both physically and mentally. I also know from my personal experiences that It is ABSOLUTELY essential to remain positive and upbeat in a sales environment. If you are not upbeat and then you will not be able to think creatively. This lack of creative thinking will stifle your ability to find new customers. Even if you are able to find someone to listen to you about your product. If you are not enthusiastic people will take it like you are not confident in the product that you are trying to sell and if you are not confident in your own product. Why should they buy that it from you? What I would like to do is put out 3 ways that help me stay positive. They are simple things that I do that personally and they really do help me.
1. I tell myself everyday, some days it can be an every hour occurrence, that it is going to be a good day! I will tell myself out loud in my car or in my office, “It is going to be a great/good day.” It helps me stay focused on the positive. I really do this and it really does help me. The positive reinforcement even from myself helps me have a better day.
2. I smile all the time. Smiling is my game-face! A smile is disarming. A smile is infectious. Smiling also makes those around me happier. From my personal experience people are much more likely to buy from me if I am smiling. Even if I am having a rough day, if I smile it can turn into a good day pretty quick.
3. Lastly I try and focus on the good that has happened to me. The reason it is so important to not focus on the negative is because our minds get sucked into the negative and our minds will make something worse than it really is. From my personal experiences I have noticed that it is much easier to focus on the negative things than it is to focus on the positive. Once I get started on the negative my mind is not able to focus. I am not able to sell because of it and that is never a good thing for someone is sales. So this will take practice and will require effort to master. Eventually it will become easier to focus on the good and leave the bad out. The way I do this is to look at the good in my life and just realize how thankful I am for those good things. If I do this it makes it a ton easier to sell.
So tell yourself today is going to be great, keep smiling, and stay focused on the positive and you will be able to sell more. Selling when positive is tons easier than selling when you are down. Good luck!
One of the most important elements of sales is getting out there and actually hitting your feet on the pavement! If you don’t try then you are guaranteed to fail. I know that this is a bit obvious but sometimes people get comfortable. You can’t get comfortable in a sales position of any kind. You have to stay hungry. But that is a different subject altogether. My point in this post is that one of the most important parts of a career in sales is process that you go through to find new leads and create new clients. For me personally I don’t like to use the phone, but I will if I have to. I like to meet potential clients face to face and I like to get in front of as many as possible. And like I said in my previous post about, “hunting or stalking” I mean that you have to stay in contact with your potential client or you will lose them.
“Sales is like hunting… Or stalking.”
This quote is from my sales manager during a recent Monday Morning Meeting.
I really really liked this quote because it is absolutely true. One of the very basic parts of any sales career is that you will have to chase potential clients. You will have to put in time on the hunt. Some of those leads that you chase will be ready to sign and those are nice because it just clicked. That’s good hunting when you go out searching and come back with a signature or two.
Some of them it will feel like you are stalking them. (not literally stalking) What I mean by that is that you found a lead that was interested but they were not ready to buy right then. It really doesn’t matter why they were not ready. What that does mean is you are going to have to continue to reach out to that potential customer. You will have to call, email, drop in with donuts or treats. A drop in usually goes much smoother with a treat of some sort or another. Use what works for you in your field of sales whether it is any of the options above or if it be anything else that you like to use. Whatever method that you choose to use with your customers just be there and be ready for when your customer is ready to pull the trigger and buy.