A sales slump is an uncontrollable part of any person's career, so how do we heat up chilly sales?
For those of us in parts of the country affected by the various Polar Vortices of the past few months, it seems like Spring will never arrive. Sales can sometimes feel like we’re in a long winter, too. Leads who don’t respond to emails, qualified prospects suddenly dropping off the radar – it’s like a Polar Vortex of selling, or what we call a sales slump.
In times like these, it can be hard to remind ourselves why we love selling and why we should keep working toward that close. Here are three strategies for dealing with demoralizing cold snaps.
1. Get fired up.
With apologies for the bad pun, one of the best ways to get out of a sales slump is to seek out inspiration. Take a look at some of the great TED talks for salespeople, read up on some of your company’s own internal success stories, or get a trusted friend or colleague to give you a good old fashioned pep talk. Sometimes all you need to get your head back in the game is someone else to tell you how fun it is.
2. Thaw your pipeline.
If the source of your personal Polar Vortex is a radio-silent prospect, consider sending a direct email encouraging action. If a prospect is tuning you out, it can be beneficial for both sides to send what we call a “Go for No” email – let your prospect know you’re happy to help if she’s still interested, but that you’re going to take the opportunity off your radar if you don’t get a response. This cleans out your pipeline and allows you to move on to more qualified opportunities – or the nudge might get your prospect back in action.
3. Brush up on cold skills.
A sales slump can be a great time to invest in personal development. Pick up that sales book you’ve been meaning to read, learn a new function in Excel, or sign up for your local Toastmasters to hone your public speaking skills. There’s no reason to sit around and wait for the phone to ring – make the most of your downtime and you’ll find yourself better equipped to excel when things heat up again. Spring is right around the corner, after all!
What do you do to snap yourself out of a sales slump? Stay warm out there!