Stuck in a rut? Even the best salespeople run into periods where their production does not seem to be moving forward. It’s frustrating and sometimes it’s like running into a brick wall. The harder you try, the more things do not seem to go your way. You feel “snake bit” and your confidence level can slip. Neither of these two opinions is valid but it still can be disconcerting no matter how long you have been in the sales business. Here are some answers that have worked for me.
Here is your action step. The first thing is you need to do is “slow down in order to speed up”. This means you must look at what is going on with you and your business every day:
1. Be open to new ideas on how to run your business (Is it now time to introduce one or two of those changes you have been putting off?).
2. Focus more on your “now” business. Make sure that your hot leads are getting your full attention. Call them more often versus less often.
3. Book one day off per week. It could simply be that you are burned out. Give yourself some planned breaks (you need something to look forward to).
4. Ask yourself what things have I been doing that I should be saying no to? (Example: Do I have any clients who are going nowhere?)
5. Ask yourself, have I stopped doing some of the things I normally did when things were going well? (Daily exercise, getting enough sleep, preparing properly for appointments, practicing my presentation, lead generating)
6. Spend 30 minutes per day ON your business versus IN my business. Step back and take a look every day. Be your own CEO once a day.
One thing for sure: when you are in a rut, more of the same is not the answer. It’s time to be proactive versus reactive. Look for solutions that will stay with you, not short-term “desperado” fixes. It’s the big picture that you need to address. No excuses.
Puzzlers
Here are some puzzlers to help you focus on where you might move forward in your life and have a smile or two along the way:
1. Why do we try and change others rather than changing ourselves?
2. Why are the same people always late?
3. Why do we let one “no” have more power over us than five “yes’s”?
4. Why do we assume that everyone else’s life is perfect?
5. Why is it that great Salespeople say things so smoothly?
6. Why do we expect our kids not to do the things we did at their age?
7. Why do potato chips taste so good?
8. Why do we hesitate to ask the people who know, like, and trust us (past clients and our sphere) for referrals?
Hmm…think about it, do any of these apply to you? Could you make some adjustments? No excuses.
Bruce Keith, the “Sales Coach”, began his sales career at IBM and 15 years later used his marketing and sales expertise to develop a highly successful real estate business. He is a master of teaching “what to say and how to say it”. His high energy and entertaining training style has allowed him to create a popular coaching and seminar business for numerous sales organizations during the last 12 years. www.brucekeithresults.com
Bruce Keith is a leading Real Estate Coach/Author/Speaker. Like Bruce Keith Results on Facebook or connect with Bruce on Linkedin. Email Bruce Keith.
