Written by Sean McPheat |
“Momma told me there would be days like this…” is sometimes all you can say when it looks like nothing is working. Suddenly, you can’t seem to close, leads have dried up and you don’t know what is going to happen next.
This stinking thinking is usually followed by radical changes to the sales presentation. When that does not work after several changes, panic sets in, desperation begins to take hold and it’s all over.
When this scenario happens, I can virtually guarantee that the sales person fell down on the numbers, the sales activity ratios, somewhere. Or, that if he or she would just continue, without changes, there is a huge payday coming. However, let’s face it, sometimes you need a bit more than a friendly voice or a cool blog telling you to just hang in there and that everything will work out.
A Vicious Circle
The problem though, is that once you get to the above state of mind, you are looking at everything too emotionally. It is true that perhaps you may be doing something wrong in your presentation or close. But when your mind is this screwed up, you won’t be able to recognise or correct the issue anyway.
You make changes, but still doubt. The doubt surfaces as fear, which turns into desperation. The more you fear and become desperate, the harder it is to close. The harder it is to close, the more you doubt and fear.
You have to take measures to remove the emotion, get your head back in the game and regain some level of confidence. Try this…
Up The Ante
First, consider your sales numbers and determine the average amount of sales interactions that should be completed in a day, week or month, and then raise that figure by 25%. For instance, let us assume that in your business, a sales person should complete 20 sales interactions in a week. Raise the number for yourself to 25 interactions.
Your goal then becomes a mission to complete 25 interactions, PERIOD. Do not even think about selling or who bought, who did not buy or why. Just compete 25 interactions and pay no attention to anything else. Act as if you will receive a big cheque simply for doing the 25 presentations.
Thank You For Your Time
In doing this, you want to be ready to walk out of the door on any and every prospect. I am not saying that as soon as the prospect says NO once, you should leave. Go about your standard objections, but keep in mind that you really don’t care if they buy or not. Your goal is to hit the 25 interactions and that’s it. If your sales presentation calls for you to ask for the order three times, then on that third ask, be prepared to say, “Thank you for your time,” and leave. No questions. No reasoning. No care.
Also, during this time, maintain your pricing. If you have some small discount built into the close, ok. But do not give away your shirt. Be prepared to leave with the price high.
A lot happens when you do something like this. First, the sheer numbers will likely get you back on track by themselves. But the “I don’t NEED the sale…” attitude will do wonders for you.
If you can maintain the amount of closing attempts plus show no desperation or need for the sale, things will come back around. You will also find that when you do something like this, you will sell at higher prices and close bigger sales.
This works. Be careful though. Once you got things back on track, you may want to maintain this persona and working habits. And there’s nothing wrong with that!
Originally published: 29 November, 2012