A sales slump is a time in which a sales pipeline loses its momentum, leads slow down, or stop coming in altogether, opportunities that are already in play begin to stagnate, and deals that we were sure to win we either lose to a competitor or to a lack of decision-making readiness from the customer.
This can happen at any point of time (or times) during the lifetime of a business, yet when your sales activity slows down, of course, with it your sales results too, and today I share my Top Tips for getting out of a sales slump:
Face the facts
If you want to get out of a slump the first thing you must do is acknowledge that you are in fact in a slump. Avoid the temptation to spend too much time thinking about how you got there, yes, we are coming out of a global pandemic and we are living in unprecedented economic times - but that's only part of the challenge.
It may also be that you are tired, that you have overlooked the fundamentals and allowed your disciplines to slide… -...
By now we all know that traditional face to face practices do not necessarily translate to good online meeting practices. Clients behave differently online, and time passes more quickly, that's also not to mention the technical challenges that can disrupt your conversation.
Your ability to be present in the meeting and to listen attentively has never been more important to the success of your online engagements. Of course, any professional seller worth their salt knows that listening is vital, and if possible – it has become even more important than ever before, the consequences of multitasking during online meetings have become far more devastating.
Active listening. In face-to-face meetings, it was easier to zone out mentally only to find that we had missed important information and now needed to catch up by listening to someone else in the room's response or trying to catch cues...
How are you holding up, hanging in there?
I must admit that last week was quite the challenging ride for me, and I will share more about that with you shortly.
It really got me thinking about the challenges, or battles that we are all facing, in varying degrees as we progress and push and attempt to get a handle on life right now.
A mentor once told me - in a fight to the death the winner is not the one that threw the most punches, or even the best punches, it is not even about your technical ability.
In a fight to the death the last person standing is the one that wins. So, what is the challenge that you are facing right now? What is your Everest that you need to summit?
Here is my week, in a short summary (after reading this you will not feel so alone, I promise):
Some context to add behind this, we are currently upgrading our Remote Selling School experience, and I decided to re-record some of the videos that accompany a few of the modules.
Day One, Wednesday
I spent the day...
So, what do we what wear when we are presenting online to our clients? When we started working from home earlier this year, all of us were thrust into video meetings, regardless of how we felt about being on camera – and unfortunately for most of us we also don't have the benefit of a hair and makeup crew like most newsreaders and TV presenters do! So, how can we ensure that we look great on video?
Should you be formal or informal? Should you just do business at the top and pajamas at the bottom? Whatever your vibe may be, remember that ultimately how you look on camera is going to be interpreted as a sign of how professional you are to your potential, and current clients.
It may not be fair, and it may not be accurate, but human beings are looking for signs of credibility and trustworthiness, and often wardrobe is one of the ways in which we come to this judgment.
I always say dress well, as dressing well is also a form of respect – and as in a face to face meeting...
A recent survey conducted by Corporate Executive Board (CEB) shows that when B2B buyers were asked what caused them to repeat buy from an organization, 53 % of the reason that they buy and buy again is because of the sales experience.
Another current survey done by Sales Force showed that 50% of companies stopped buying from their supplier because their competitor provided a better experience. That is right, you read that correctly, they lost existing customers because a competitor offered a better sales experience.
That loss of customers, while entirely unnecessary, can be avoided by anyone who is willing to make the effort to provide a seamless sales experience, and with sales now being online and digital – the playing field is becoming even more level than it has been in recent years.
However, if we hope to excel in this area, we must first understand the challenges, and determine how we will respond to these challenges. Our response to these buying and selling...
According to one of the world’s leading sources of sales research data, there are now an average of 6.8 buyers in any complex B2B buying decision. That was before COVID- 19, those decision-makers are just as likely to be someone in a different part of the country (or the world) as they are to be in your city. While online meetings do provide us with several benefits, we should not overlook the obvious challenges that this channel presents.
Let’s start with the fact that many people have gone from having a lot of meetings, too many meetings in fact – to now doing nothing but meetings all day every day.
As our calendars fill up faster than panic buyers filled their trolley’s at Woolworths, we find ourselves losing the valuable opportunity to regroup as we dash from one meeting to the next, and almost everyone seems to be breaking what can only be likened to Olympic records in screen time right now.
In a day packed with Zoom meetings and Skype...