I once worked for a company which had 120 salespeople, initially I did quite well and made the top ten from time to time. But a few months later, my results deteriorated and I went for over a week without a sale. The usual negative spiral set in; I was depressed, so I didn’t make much effort and unsurprisingly my sales performance hit rock bottom.
The company did not tolerate this sort of thing for very long, it was bad for the others’ morale. In fact, if you didn’t get at least one sale every three days, you got a talking to from one of the managers, twice that period and you were fired. It was only my earlier good performance which saved me from that fate.
‘Go out with one of the people who is doing well and see what you need to do to fix your problem’ said my manager. The person I accompanied was an 18 year-old girl and this was the first job she had ever done. At that point, I had been in sales for 15 years. On the face of it, there wasn’t much that she was going to be able to teach me.
Wrong.
As Michelle did her presentation, I was highly impressed by her level of enthusiasm. Every aspect of the product was AMAZING, and she bubbled away to the customers and they mirrored her excitement. When it came to matters technical, she just said, ‘I don’t know, but I’ll find out for you’, then she continued with her high-energy showing.
Even though I really didn’t feel like it, with my next prospect, I gave the highest enthusiasm show I could muster and bingo – my first sale in a long while. With that success achieved, the positive feelings and adjectives came a lot easier and my one-off sale turned into a roll.
A sales slump hits most people in selling sooner or later. We see the same features, promotional offers continuously and whatever magic they have initially dwindles to a yawn pretty quickly. But for the people we are selling to this is all new and attractive so don’t let your own over-familiarity dull what the customers feel.
Put a healthy dose of zip and kerpow into your presentation. It worked for me.
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