It is easy to write when all you are talking about is Good News. People who made Club, Hit Their Number, Got a Significant Win. It is more Real to talk to those of you who are behind, on Quota, Suffered a Big Loss, and may be questioning what to do next.
So, Lets’ Get Real: In the real, world Sales Struggles Exist. It is no fun, but it happens. You have a few choices:
Approach 1. Pick you Head up, the Phone Up, and talk to NEW people – this was always the way that I got out of a bad Quarter
Approach 2. Evaluate what you are doing and approach it with Start, Stop, Continue – what I talked about in the last Post.
Approach 3. Think it is not your problem – it is Your Company’s problem you could be more Successful elsewhere – and start looking around. Usually comes with some signs of Panic.
For those of you who take approaches 1 and 2, I think you are on the right path. It won’t be easy, but you will make it.
For those who Chose approach 3: There are reasons you lose, but most of them are because you Got Out Sold. There are times when a Lesser Product/Service Beats a Better One. However, if this is Only Happening to you and not other Sellers at your company, you have to take Responsibility for it.
As a Professional Seller, you need to decide if you Really want to Sell, and got back to Approaches 1 and 2 or Get out.
In Any Event, you cannot panic. If you Panic in sales, it is like being an Actor on Stage – Everyone will know: Customers, Colleagues, Partners, Family – Everyone. So, make up your mind that whatever you do, don’t Panic!