Feeling the Summer Sales Slowdown? Stop Making Excuses, and Do This Instead

Keep telling yourself this, and it will always be your reality.

Everyone likes to give in to this saying – and while it may be true that it is harder to get those sales, you should resolve yourself to push harder, while others are taking their time off. Look at it as an opportunity to go full speed ahead, when others are pulling back.

Here's a rule to follow not only in the summer, but always:

If you don't push to maintain momentum in your sales pipeline AT ALL TIMES, rest assured there will be someone else who will.

In sales, you can never let your guard down. If you allow yourself to give in to what others are saying, you are never going to stand out from the pack.

Here are a few ways to keep that momentum going.

A great way keep your sales up during the summer is to focus on developing relationships with people you already know by continuing to lead nurture – and to do this effectively.

Take some of your older leads and see if you can infuse some new life into them. The challenge in sales – every sale – is to always push to find that way – that solution – that will get prospects and customers off the fence and over to you. Failing to plan, is planning to fail. You need to prepare for these slower times BEFORE they hit.

Make it a "habit" to continuously review and take a closer look at what really is in your pipeline. It can never be neglected or forgotten.

When looking at your sales pipeline, pay attention to not only at what these opportunities are, but where they are in your sales process.

Do many of them seem "stuck" in the same place"? Work through the "clutter" to see the real opportunities that are there, while making sure that there are enough opportunities in your pipeline to reach your sales goals Do not keep "dead weight" in your pipeline in an attempt to keep it full.

Qualify….Qualify…..Qualify!!!! (I will go into this in more detail tomorrow).

In this case, more does not mean better. Having many leads in your pipeline that are really on a path to nowhere is going to leave you needing a plunger.

Make sure that your company has a process in place that will help you get those leads that match up best with what your company and business can provide. Ask questions of value, always have a nurturing process in place, and make sure that you clearly identify the problem that you are looking to solve. Without one, your funnel will be nothing more than a storage unit you see on "Storage Wars", where things go in, and never come out.

Look at those opportunities which have been "qualified", and put your time and energy into keeping them moving.

There's nothing worse for salespeople than working a deal for long periods of time, and having them go nowhere.

We can't get all of them. We know that…And, though our prospects maintain control of when they will "buy" in the buying process. we can have a hand in controlling the "speed" at which they do so. (Please check out our most recent podcast, for more about this topic). If you choose to be vigilant – determined not to give in no matter what the season or economy, then you will push yourself until you find something that works. People are always out there in need of services and products – no matter what month or season it is. Keep you mind in gear by constantly reminding yourself that there are sales to be had.

Choose to be the one who goes above and beyond what others dictate as the "norm", and your clients and prospects will come to see that you are NOT like the others – knowing that in a down economy or not, you are going to stop at nothing when it comes to getting the job done. Stay motivated in sales, and don't give in to what others are telling you about a sales "slump". The slump will only happen if you buy into it….I make the choice not to…..I hope you will, too.

Sales

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