So you’re not having the kind of success you’d like. Your calls are more difficult, you’re not closing as many sales as you’d planned, your manager is supportive but insists on results. Your check isn’t enough to do the things you want to do.
This sports thing wasn’t what you thought it would be. This is way too stressful. Where’s all that fun and excitement you thought would be coming your way? This is more like…a JOB!
If you’re feeling this way, here are several things to consider:
Look at how you’re spending your time each day. Do you talk a lot with your co-workers about how bad things are? It’s a natural thing to do, but it’s not doing anything to move you forward. In fact, psychologists say that peer group reinforcement of a particular negative belief can actually hold you back. Is it worth feeling good for a few moments just to stay where you are?
Look at the number of calls you’re making. An obvious measure of your effort is your call volume, but some reps choose to make fewer calls in a slump. They put them off, thinking it’ll be better to call them at a later time, an earlier time, etc. FACT: The more calls you don’t make today, the fewer sales and appointments you’ll make today. It’s that simple.
Look at the way you’re conducting your calls. How are you opening your conversations? Is it the best it could be, or are you just going through the motions? If you’re frustrated, desperate, or robotic, your prospect will pick up on it. Freshen up your opening so that you’ll deliver it with a renewed sense of enthusiasm and sincerity.
Look at the way you’re prepared to answer objections. What are the top 3-4 objections you’re faced with each day? Are you prepared to answer them with clarity and logic? The best reps mentally prepare to answer each of their prospects’ most common objections, followed by a closing question.
Look at the way you’re leaving voice mails. More than 70% of your calls are directed to a voice mail system of some kind. Do your voice mails sound interesting, compelling, and time-sensitive? Are they too long, too predictable, or just plain boring to listen to? Spend a few moments preparing a voice mail that gives people a compelling, intriguing reason to call you back.
Look at the time you spend in-between appointments. Many new reps will schedule appointments in the northern part of the city at 10:00, and another in the south at 11:30. That’s unrealistic. Think about the time you’ll spend getting from one appointment to another, and schedule them accordingly. Make your Tuesday appointments in one section of town, and your Wednesdays in another. It isn’t always possible, but if you don’t ask your prospect if they’re more flexible, you may be stressing yourself out needlessly, and saving yourself precious hours in non-selling commuting time.
Look inside. Can you be honest with yourself? What you signed up for is a SALES job. All sales reps are experiencing challenging times, so you’re not alone. Sales professionals have several choices when faced with a challenge; they can keep doing what they’re doing, change what they’re doing to be more successful, or look elsewhere for something that suits them better. Decide which course of action you’ll take.
There are people who want what you sell. If you choose to improve on at least one or two of the points above, you will see a change in your results. Now get on the phone and start selling!