If you sell for a living like I do, you know that working in sales can be like riding the world’s craziest roller coaster. One second you’re soaring to an unimaginable new height and it’s thrilling, but then suddenly you’re falling – and fast. Those dips are frightening, and I’ve never let myself forget the major months-long dry spell I experienced after closing my first big seven-figure deal. I thought I had made it! I closed a deal on an $8 million apartment so everything would be different from now on! But it wasn’t. The clients didn’t come pouring in, and the sales I imagined I’d be closing on a daily basis? Wasn’t happening. It was The Worst.
I made a decision to change right then. I never wanted to feel out of control or wonder where my next sale was coming from, ever again. I implemented a few easy changes and my sales increased. Immediately. It’s possible to craft your sales career so that you’re not flying high but dropping down again. Instead, you call feel like you’re cruising along a highway in high performing sports car ALL THE TIME:
1) Value Your Time:
Have you ever had a million tasks floating around in your head, and you’re wondering how to tackle them? But suddenly the day is over and instead of going to bed feeling satisfied about what you’ve accomplished you feel insanely stressed? That is a time management issue.
Be deliberate about how you spend your time because it’s your most valuable commodity as a salesperson. I plan out my day the night before in my head, and I schedule my time in 30-minute blocks. Try jotting down what you’re doing every 15 minutes to see where you’re losing time. If you notice you’re “shopping for shoes online” twice a day, um, that’s probably a good place to start (note, I love shoe shopping). Having an awareness of where your time is really going is crucial if you want to change it.
2) Focus on the Deal Not the Sale:
When you’re in a sales dip and you’re stressed about it, you can forget that sales is a people business. It’s about connecting a customer to a product they want. The minute you forget that, your sales are going to go down. I dealt with this a lot on my new show Sell It Like Serhant. Salespeople who are focused on quotas, or not getting fired are so hyper-determined to make a sale that they come off like a high-pressured cliché of a used car salesman who is desperate to sell something no matter what. That’s focusing on the SALE and not the DEAL.
Making a DEAL is about connecting a customer with something they want and will love for years to come. FWIW I remember what it feels like to worry about bills, it’s hard. But trust me, if you turn your focus back to the DEAL your sales will go up immediately.
3) Practice Your Craft:
On Sell It Like Serhant, I have the opportunity to work with struggling sales people, and I’m proud to say that I’ve been able to help several people on the show avoid getting fired by helping them increase sales. Through this process I’ve learned how important it is to Practice Your Craft.
There is always room for improvement. You can always tweak your technique or learn a fresh approach. This is a major gift the salespeople on my show have given to me. Now I make sure to ask myself, how can I improve? How can I practice? What can I do better? Make practicing your craft a regular part of your sales practice. Ask a trusted colleague for feedback, or call someone who didn’t buy from you and very politely ask them why (this is something I do!). Commit to creating an even more awesome version of yourself.
What do you guys do to get out of sales slumps?