Peady’s Selling Engagement sponsored by IRD Prospector

Selling media is a great job but sometimes even the best of us fall into a slump and there’s no worse feeling, particularly if it’s prolonged. After all what we sell is directly tied to our income, low sales equals less money to spend!
Recently I asked several top sales people for their “slump buster” ideas.
Here’s what they said:

1. Clear your head – get rid of the doubts and negative thoughts. To use an old phrase look at the “man in the mirror” and get quite clear on what is needed. Remember that slumps are statistically normal or cyclical.

1. Take responsibility – it’s nobody else’s fault. You know it, we all know it, so accept the responsibility and take the steps required. In sales it’s all about you, we live and die on our own skills.

1. Go back to the basics – ask any elite sports person. When they get into a slump that’s when they go back to the basics. The basics they used at the beginning of their career. Same with sales. Use the basic prospecting, selling, needs uncovering tools.

1. Undertake a training course in the areas where you are struggling – is it prospecting? Setting appointments? Questioning? Closing? Which area of selling is the major pain-point? That’s where you need to focus your training.

1. Set (or reset) your goals – write them down, make them clear. Understand your direction. Sales results reflect motivation. When you’re highly motivated, you sell more, you do more, you accomplish more. And motivation comes from having goals.

1. Revisit the “Why” – Why you get out of bed every morning, what you get out of the role, is it the freedom? The rewards? What’s enjoyable? Find ways to take the pressure off yourself.

1. Seek feedback – get an honest evaluation of your abilities from someone who is objective. Your manager, mentor, somebody who you respect. Pick his or her brain for ways to improve.

 
Not a slump?
Finally, here’s a thought. Maybe you aren’t in a slump. Many sales people experience a plateau after a period of sustained or high growth activity, sometimes that plateau seems like a slump, so check your numbers to ensure where you really are.
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]