We’ve all been there. Everyone else seems to be putting numbers on the board and you’re not. Here are some new numbers for you: nine key actions to break out of your slump and return to form.
1. Review your three greatest sales ever. Find commonalities: time of day, type of product, personality styles. Then position yourself to replicate them.
2. Get enough sleep. Few things negatively alter your state of mind like inadequate sleep. This is critical. Turn your phone off at 7 p.m. and find another alarm clock.
3. Avoid alcohol and other intoxicants. They don’t help. Trust me.
4. Eat better. Think whole unprocessed food. Hippocrates said, “Let food be thy medicine.” Food creates chemical changes in your body. So if you want to be in a better mood, eat better food.
5. Work out and, most importantly, go for walks outside. Answers to your biggest challenges arrive when you take in the great outdoors.
6. Create a “Daily Success Journal,” and every evening before you go to bed, write down three things that you did well. Not three things you can improve — just three things you did well and why: Today I did an excellent job moving forward with Steve Harris. I put my desire to sell on the back burner and really concentrated on listening to Steve talk about challenges at work and empathizing with him. We’re building a relationship, and that’s key. This idea is scientifically proven to have the same mood-elevating effects as pharmaceuticals.
7. Review previous testimonials. Sometimes you need to remind yourself just how good you really are.
8. Do tasks at which you know you excel. Craft an email. Make a call. Detail a bike. Success in one area often halos others.
9. Destroy negative self-talk. You know the sequence: That last couple didn’t buy. I can’t sell anything. People will find out I’m not really a good salesperson. Management will get wind of it. I’ll lose my job. I won’t be able to pay my bills. My wife will leave me. Just because your last prospect didn’t say “yes” doesn’t mean you’re going to end up broke and homeless and alone. Stop it. The moment you have a thought like that. crush it with all your might.
Next time, I’ll share several more ways to break out of a sales slump.