When you are emotionally depressed, it's hard to make sales. People want to buy from someone who is upbeat, energetic and confident in his or her products. A depressed sales person brings everyone down. As people rarely buy products and services, except maybe booze and comfort foods, when they are depressed, it is self-defeating to cause your small business prospects to feel down
With 30 years in sales and marketing, largely in small businesses, I have had my share of days when I was down too. In order to achieve my next success, I had to recover my sales mojo. I needed to get my energy and enthusiasm back. I had to want to sell and needed to believe that my products and services would benefit my prospects.
One Way to Break a Negative Cycle is to Take Action
Ironically, if you can block out your own feelings of pressure to get a sale, one of the ways to recover your sales enthusiasm is simply to take action. Just doing anything breaks your negative inertia. In all my years selling, I find that the first phone call or first sales cold call of the day is the hardest to make. Once I am moving, it is easier to make the next sales call.
Everybody experiences days and times when it seems everything has gone wrong. You say something you regret; you do something so embarrassing that you want to hide away from everybody you know. Admittedly, on those days you will want to hold a pity party. The difference between winners and losers is that the winners limit how long they will feel sorry for themselves. Then they pull themselves together and go out to face the world again.
You need to get back your sense of humor, your enthusiasm and your conviction in the value of what you are selling. No matter how badly you need a sale, you can't ask prospects to buy because you need it - people buy because of what's in it for them. One of the fastest ways to lose a sale is to convey the feeling that your prospect is a wallet instead of someone you care about helping get what she wants.
In my career, I have found selling is an attitude game. People like being around happy, energetic, upbeat individuals. They want to avoid gloomy individuals. Moreover, when you are depressed, there is almost no way you can motivate yourself to go out and make the effort required to make sales calls. You need things you can do to find your energy once more.
Try the Following Techniques I Use To Get My Mojo Back:
- Do a contemplation or meditation to find your center or source of calmness
- Take a mental break, like a vacation or weekend away
- Do something new that you find interesting
- Review why you felt passionate and enthusiastic about your products and services
- Find a reason to laugh, to find the humor in your situation as laughter is the most effective healer
- Read or listen to some jokes
- Look at humorous cartoons or watch upbeat comedies
- Recall humorous experiences and memories in your life
- Listen to upbeat songs - one of my favorites is "Sunshine, Lollipops and Rainbows …"
- Turn to the people or pets who give you a feeling of being surrounded by love and affection
- Focus on the needs of others, on what you can do to help them
- Review your gratitude journal to recall all of the things you have to be grateful for, the abundance you already have in your life
- Learn something new about how your product improves life for your customers
- Visualize success
Contemplation or meditation, laughter, and taking some action regardless of how small are all steps you can use to help pull yourself out of a mild depression. Then you can go back out calling on customers. Prospects like being around upbeat, energetic people. They also try to avoid depressed people. Your business will benefit from finding a few ways in the above list to help you recover your sales mojo.
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