5 Tips for Reversing a Sales Slump
company's CRM system for hours. Salespeople need to sell! So instead of filling time with alibi tasks, delegate them to a strong inside sales front-office staff member so you can focus on what you get paid for.
Don't play the blame game
Don't blame the economy or the weather when sales are down. Don't look for someone to blame for the sales slump. Look for who can get you out of that slump—customers. There are two types of sales: selling to new customers and upselling or cross-selling to existing customers. When times are tough for acquiring new customers, sales professionals can focus on upselling or cross-selling, while at the same time working on a fresh approach for new customers (or vice versa). Customers with whom you haven't been able to close a deal, who have already said no, or who have rejected you twice, five times, 100 times, are precisely those whom you must never forget. Most important is to never give up on a customer that you haven't won over yet. With careful probing and determination of his needs, you may find that such a customer is exactly the one you need to get out of your sales slump.
It is believed that people buy products for seven reasons: The item raises personal prestige; it is cost-effective; it contributes to comfort; it represents cutting-edge technology; it satisfies social need; it is good for the environment or personal health; or it fulfills a need for security and safety. Relying on the notion that not one but several of these factors play a determining role in people's decision-making will allow any sales professional to overcome obstacles and get himself back on the right track.
A sales slump is like quicksand; the harder you fight, the faster you sink. To avoid sinking into one, use the five steps here to quickly change your mindset and get you back on your feet.
Martin Limbeck is an international sales authority and author of NO Is Short for Next Opportunity: How Top Sales Professionals Think. He has trained and inspired sales professionals in 16 countries for more than 20 years. For more information, visit http://www.martinlimbeck.com/ and http://no-is-short-for-next-opportunity.com.
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