Let us clarify something. This does not apply to every salesperson and sales organization out there. If you are experiencing strong sales and times are “good” – that is fantastic. Either keep reading and show some respect for other salespeople or delete and move on – it is good to be you!
Call it what you want – an economic downturn, a recession, a slump, etc. Business is just slow.
7 Things You Can Do When Business Is Slow:
- Worry about what you control: What has happened has happened. It’s over. Out of your control: Do things that are 100% in your control (sales activities, phone calls, emails, texts, follow-ups, visits, your attitude, etc.) You have to wipe out the negative voices you’re hearing – especially about things you CANNOT CONTROL. If you hang out with other salespeople who are negative, the only thing they’ll do is drag you down (like cancer). You may not be able to completely remove yourself from contact with them but do all you can to keep them at a distance. Spend time with positive people who offer encouragement.
- Keep a list of the reasons why your customers buy from you:
Keep the list as a reference tool you can use to get a discussion going with a new customer, as well as a reminder of what you do well. - Ask more questions and spend more time asking your customers questions: Let them tell you what they’re looking for & use their feedback to help shape how you leverage the sales call. The information they provide will also help you think long-term about things you may want to alter in your sales offering.
- Stay in contact with your current customers: If you are only going to do one of these suggestions, this is the one! Do not shy away from your customers. Stay in touch. They are buying from you & obviously can be a source of more business. They can also be a source of ideas on how to deal with other customers. Don’t assume that your current customers don’t want to buy more. Also, remember 2 things EVERYONE loves to talk about? 1. Themselves. 2. Their Family. If you really know your customers, then you will know what they are interested in. Send personal interest items (articles, posts, blogs, stories, etc.) Yes, people do remember these things. Your competitor is not doing it!
- Always remember that times do change:
It will not last forever. Difficult times will almost always subside. Looking back, you will be able to see how much you learned and how much better of a salesperson you’ve become. - They are still buying from you (and they don’t have to): Fact is your customers have options. When things go wrong, they can take their business elsewhere. Maybe some have. Your current customers are still buying from you. When it gets tough remember that. They are still buying from you.
- Stay positive at all times with your customers: No customer wants to deal with a negative person. This is especially true if they are also being impacted by the same difficult circumstances (downturns) that are impacting you. Be the positive influence for them so that they can see you as someone who is truly helping them succeed.
Ok, so it stinks for now. It will not last. Do the sales activities under your control and stay in touch with
Customers. There is a good chance it is slow for them as well.
