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When sales drop it\u2019s enough to catch the attention of any business owner. If they become non-existent it can take our breath away. What happened to cause this? What can you do to stop this and stop this fast?!\u00a0 All these questions come with a toxic cocktail of self-doubt that can leave you paralyzed and unable to think clearly. If that\u2019s where you\u2019re at right now, pull up a chair, get comfortable, and we\u2019ll tackle this huge challenge. If you\u2019ve had this happen to you, take note of what I\u2019ll be discussing, so you can prevent this from happening.\u00a0<\/span><\/p>\n In sales there is a condition that we call the Sales Roller Coaster Cycle.\u00a0 It refers to the cycle of sales that goes up then down and then back up again. What\u2019s happening is when we\u2019re in need of money we get externally motivated by our bills. Then we work hard and land enough sales to take the economic pressure off<\/span>. <\/b>Once that happens we coast, enjoying the fruits of our labor as we enjoy our peaking sales. Then one day we wake up realizing that we have nothing closing in our sales funnel. By the time we have realized this we are behind because sales take time to generate. That time to generate is like a gestation time to produce a sale \u2013 sometimes it\u2019s 90 days, sometimes it’s 6 months. If you are not filling your prospect funnel, ultimately there will be a gap that will leave you with few prospects. Then with nothing to pay our bills, we become motivated. The external pressure of lacking money cause us to get hustling to make some sales.\u00a0<\/span><\/p>\n This cycle can go on for years until\u2026. Something changes. Then you notice the <\/span>d<\/b>rop in sales, and it causes you to panic. It seems like every client you talk to runs away and you cannot put together anything that looks promising.<\/span><\/p>\n There is no sales program that can prepare you for the struggle you are facing. The struggle you have to fight is one with yourself. Yes, it\u2019s all about you- it\u2019s about your mental mindset and focus. During the Sales Roller Coaster Cycle you have maintained a clear focus on the prospects needs. When your focus is only on what you need, your client feels that. You send signals to the client that your focus is on getting the sale not theirs best interest. And that stops them from buying. Then, the economic drought continues the signals become stronger that you are sending to the prospect. Soon you have what I call, \u201ccommission breath.\u201d It\u2019s that signal that tells the client you are trying to \u2018get\u2019 them. They feel all you want is your commission which kills the trust they have in you and your service or product.<\/span><\/p>\n “It is not your aptitude, but your attitude, that determines your altitude.”<\/b> Once you have shifted your focus from servicing your client and their needs, you have commission breath!<\/span><\/p>\n STORY <\/i><\/b>– A<\/i><\/b> study was done of concentration camp survivors to determine the common characteristics of those who did not die from disease or starvation. Victor Frankl was a living answer to that question. Before the Nazis threw him into a concentration camp, he was a successful psychiatrist.\u00a0After his rescue, Victor Frankl traveled the world, sharing his story.\u00a0“There is only one reason why I am here today. You kept me alive. Others gave up hope. I dreamed. I dreamed that someday I would be here telling you how I, Victor Frankl, had survived the Nazi concentration camps. I’ve never been here before, I’ve never seen any of you before, and I\u2019ve never given this speech before. But in my dreams, oh, in my dreams, I have stood before you and said these words a thousand times.”<\/span><\/i><\/p>\n Your mental focus determines outcome<\/i><\/b>.<\/span><\/i> Victor Frankl survived because he chose a right focus, keeping his eyes fixed on what was ahead. Even though his situation was dire he lived each day thinking and focusing his mindset on his future freedom. Nothing distracted him from that goal. The hellish conditions in which he lived were mere reminders of what he would one day leave behind. The quagmire of pain and suffering he endured became the very cornerstone of his certain-to-be-realized freedom — because he chose to \u201cfix\u201d his eyes on what was \u201cgood and right.\u201d\u00a0\u00a0<\/span><\/p>\n When you are in a sales slump the best thing you can do is breath and relax. You’ll most likely want to go through all the last prospect meeting in your mind. You’ll want to see if there is something that you missed, don\u2019t bother. Or possibly, you will find yourself discounting the quality of the leads that you spoke too, don\u2019t do that either. If you have lost more sales than normal, it\u2019s time to check the biggest contributor to sales failure. That\u2019s where your mindset is. We call this your mindset focus.<\/span><\/p>\n Although people change their minds all the time, it\u2019s usually on the smaller things in our life. To change your mindset, you will need to change your focus. Try these steps:<\/span><\/p>\n \u00a0<\/p>\n Now that you have a good understanding of how to effectively \u201cchange your mind\u201d to a new and more positive mindset, we need to look at one more component. That is how to prevent getting in a sale slump before it even happens. Here are some important things to set up:<\/span><\/p>\n \u00a0 When sales drop it\u2019s enough to catch the attention of any business owner. If they become non-existent it can take our breath away. What happened to cause this? What can you do to stop this and stop this fast?!\u00a0 All these questions come with a toxic cocktail of self-doubt that can leave you paralyzed […]<\/p>\n","protected":false},"author":2,"featured_media":5273,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[180],"tags":[],"yoast_head":"\nWhat causes sales to go up and down?<\/b><\/h2>\n
Sales training can\u2019t prepare you for this\u2026<\/b><\/h2>\n
<\/b>\u00a0\u00a0\u00a0 – <\/span>Zig Ziglar<\/span><\/i><\/p>\nPitfalls of sales commission breath<\/b><\/h2>\n
Simple steps to break your sales slump<\/b><\/h2>\n
Changing your mindset focus<\/b><\/h2>\n
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Plan for sales fluctuations<\/b><\/h2>\n
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