How to Deal with Slow Times in Sales
Shawn Casemore
Keynote Speaker, Sales Kickoff Speaker, Sales Training, Sales Coaching. ?? Enabling B2B Sales Leaders and Sales Teams to Achieve Unstoppable Sales?. ??Author of The Unstoppable Sales Machine.??
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Many of my clients have remarked this summer that it’s been slow.??
I recall having this very same perspective at various times throughout my sales career.
Maybe you have thought the same?
Typically, when I ask what’s slow about them, my clients give me one or more of the following answers:
? Prospects aren’t responding to email, social messages, or calls.
? Meetings are near-impossible to book.
? Events and opportunities to meet others aren’t available.
I can relate.
Back when I sold cars, long weekends seemed like a slow time.
When I sold memberships, I recall thinking that the week leading into the holiday season was a slow time.
Even today, as a professional speaker, I found myself falling into this same mindset this summer. With many meeting and event planners taking vacation, I was finding it difficult to connect.
Is this resonating with you?
Well, let me play devil’s advocate for a moment.
The nice thing about sales is that our efforts are timeless, when done correctly.
In other words, if I reach out to you with a voice message, and then follow up with a personalized connection request through LinkedIn, is there a chance that several weeks later you’ll respond?
Most likely you will.
If I stop by to see you at your office, leave a handwritten note, and then follow up upon your return, is it possible we’ll connect?
Most likely we will.
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My advice, then, is simple.
Don’t think about sales in terms of slow times and busy times.
Instead, think about times as seeding and harvesting.??
When you can’t confirm many meetings or connect with prospects, double down on planting seeds.
Reach out to more prospects.
Change up your outreach approach and messaging.
Test some new efforts to attract prospects to you.
The good thing about planting seeds is that, when done correctly, you’ll be able to come back later to harvest the results.
Best,
Shawn
Email your sales questions to: [email protected]