A Strategy for Cyclical Sales - Short Attention Span Sales Tip
Everything is temporary.
You see, I thought my sales trajectory was linear; a straight line. It sure started out that way. But within about, oh, six months I realized that it was actually cyclical. A loop.
Starting out when I just graduated college, I had a lot to learn: How to prospect, beat objections, stay motivated, manage my time, etc. I would have small victories and then move on to the next lesson. My sales efforts was not unlike banging my head against the wall, but that’s what things were like when you first start out. One day that summer, I gained my first appointment, solved my first problem, and earned my first order.
I had broken through ... Or so I had thought. What happened next surprised me: I had to go bang my head against the wall a lot more, a lot better, and a lot longer. Eventually, I experienced a little more success. But then I would loop back to the beginning once again.
That was my first clue to the truth of this statement: Everything that happens to you in sales will happen again. And again.
It’s very important that you understand this as a young salesperson and have a strategy for every different aspect of the job.
When things are going great and it’s raining business, celebrate, get over it, and move on.
When sales are in the toilet you feel like you’re going to get fired any day. So whine, get over it, and move on.
It’s rather like playing golf (which I did last Friday down in Cape Cod with my brother). Regardless of whether you birdied the last hole or poster the snowman (an eight for the uninitiated), the hole is over and you need to move on to the next one.
I tell you this so that you can understand the volatility and unstable nature of the job of sales. When you are at your peak or when you are at your Valley, appreciate what is happening, employee your strategy, and move on.
The video version of this sales tip goes into more detail. You can find it on my YouTube channel: www.youtube.com/c/BillFarquharson
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