The 32 Worst Things You Can Do in Sales:
10. Getting Flustered (Lack of Production)
By Steven J. Schmidt (2/19/09)
This is something that is very hard to avoid. Even the greatest salesman goes into slumps occasionally. There are many reasons as to why you may go into a slump. You might be sticking to the same speech every time you are trying to make a sale. If that works for you, and you are successful, then stick to what works. You don't to fix something if it's not broken.
But there are times when things need to be repaired. For example, sticking to the same speech can start to sound very redundant. And, if it sounds redundant to you, then you will come off boring or not that enthusiastic to your potential clients. If you do not realize what the problem is, you will end up not getting sales. This will obviously cause a lack of production.
Working on commission, like so many of us salesmen do, depends on production. Therefore, when a situation like this occurs, you need to take a step back from yourself. You need to ask yourself, "What am I doing wrong? Is there something in my presentation that I can improve upon? Do I sound repetitive?"
If you do not, we all know what happens next, right? Well, just in case you don't, it is a good thing you are reading this. You will get flustered and start doubting even being in sales. You will ask yourself, "Should I even be selling newspaper subscriptions? Do, I even believe we will be saving people money off their gas bill with this supplier that I work for?"
As long as you achieved gaining sales previously, you can achieve sales now, even in your slump.You just have to go back to the basics. You might just need to get some good rest and go back out there with confidence. One of the main characteristics you must have in sales, especially when you're in a slump, is mental toughness. At some point, if nothing else works, you have to say to yourself, "I will go out there and not leave until I get a sale, and I will stay positive after every negative response that I get."
Little things like that will go very far. That is exactly what I did one time. I was in a slump and I was thinking to myself, "When am I going to get a sale? I need to stay booked to keep money coming in." So, before I went out to the field, I said, " I will get a sale, and I am just going to be as enthusiastic as I can possibly be."
I was kind and nice to a customer but told her, "It's a very slow time of the year because we wash windows, so we are offering great discounts. All I need to do is give you a free estimate, which I am sure you would like, right?" She gave me the OK. I gave her the original price, and then gave her the new price and told her, " I am lowering the price, which is usually $375, down to $300, which I think is very reasonable and fair. All you have to do is book with us, give us an opportunity and let us show you our quality of work." She booked quickly.
The bottom line is that you can't get flustered; it's one of the worst things you can do in sales. It will prevent you from producing, and it will break your confidence. But once you bounce back, you will be even stronger, and you will be able to overcome slumps faster than you did before.
More from The 32 Worst Things You Can Do in Sales
- Walking Away - 2/16/09
- Not Looking Customers in the Eye - 2/16/09
- Talking Too Much - 2/16/09
- Not Listening to Customers - 2/16/09
- Not Knowing Your Product - 2/16/09
- Not Being Organized - 2/16/09
- Getting Distracted - 2/16/09
- Selling Price Alone - 2/16/09
- Not Getting Proper Rest - 2/17/09
- Getting Flustered (Lack of Production) - 2/19/09
- Leaving Territory Too Quickly - 2/20/09
- Being Rude to Customers - 2/23/09
- Being Too Content - 2/24/09
- Maintaining Poor Hygiene - 2/26/09
- Pressuring Customers - 2/28/09
- Not Having Fun - 3/2/09
- Not Closing - 3/3/09
- Lacking a Powerful Introduction - 3/4/09
- Not Following Up With Customers - 3/6/09
- Not Having a Strong Mentality - 3/8/09
- Lacking Discipline - 3/10/09
- Not Handling Objections - 3/12/09
- Sounding Desperate - 3/14/09
- Having Poor Customer Service - 3/17/09
- Not Taking a Vacation - 3/21/09
- Misreading Customers - 3/27/09
- Lacking a Unique Sales Identity - 3/31/09
- Not Letting Yourself Be Known - 4/6/09
- Not Having Patience - 4/9/09
- Not Holding Yourself Accountable - 4/11/09
- Hitting on a Customer's Wife - 4/13/09
- Acting Like a Salesperson - 4/23/09
- Overview - 5/23/09