Wednesday, November 02, 2005

In a Sales Slump? Get YOURSELF Out of it!

Ever find yourself in a slump? Of course, most salespeople do. But the Question is How do you get out of it? It's not the economy, it's not the weather, it's not your competitor... nope it is the person you look at in the mirror everyday. Yeah, You! Okay, but now what?

To keep yourself from getting in a slump, you need to make sure you are doing every week the activities needed to keep moving forward. Uh, did I say every week? How about Every Day!

The Buying Funnel is a tool I use to show my clients the steps their customers go through BEFORE spending their money with them. It also applies to you and your sales. Keep prospecting every day and you will be filling your funnel. Some people will move down to the bottom fast, others may take forever. It really is up to you how many people you add to your funnel every week, but if you are in a slump, My educated guess is that you have not been consistently adding more people.

Oh, one more thing. Another common problem sales people have is they give up too easy. It could take 5 or 10 meetings and ideas before a potential customer moves down to the action phase of the funnel. What happens if you stop too soon? They probably will buy from your competition. More on this in the future...

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