Momentum favors the person who has it, and curses the person who doesn't have it.  You can have everything else in your favor, every possible advantage, but without momentum, you're finished.

The same is true in sales.

Have you ever noticed that when you're on a roll, it seems like nobody will say no?  That no matter how many people you talk to, for some strange reason they're always happy to hear from you, and your numbers quickly add up with seemingly little effort on your part?

And on the other hand, have you noticed that when you're in a slump, no matter how hard you work or how many calls or presentations you make or how perfect your technique is, it seems like nobody on the face of the earth will ever buy anything again?

The key to both of these situations is to either ride the wave for as long as you can, or to get out completely, press the mental reset button, and start over again.

The best manager I ever had, the Enlightened One who helped me to see that cold calling doesn't work, told me this on my very first day of work:

"If you're ever in a nasty slump or you get up on the wrong side of the bed one day or just happen to be in a lousy mood, I'd prefer that you take the day off and go fishing or play golf so you can clear your mind, instead of coming in and potentially losing a lot of otherwise good prospects."

See, the problem with a slump is that even though working harder to get out makes sense on the surface, most of the time you simply end up digging deeper into the hole.  It's important to give yourself a chance to press that mental reset button and clear your mind so you can come back fresh and start over with the right mindset.

And, if you're on a roll and seem to have unstoppable momentum behind you, keep going!  Ride it for as long as you can!  Take advantage of those situations when they come up.

 

 

Man this is true

Good point.  One aspect of this is that people can smell fear, and they don't like it. If you have it, you will tend to show it, and people will reject you. A relative of mine is Unitrends' top salesman. His sales are 10 times the sales of anyone else that works there.  They continually ask him what he does different. He claims the only thing he does is listen to the potenial customer after he asks what kinds of problems they have that he might be able to solve. That may be true, but I've watched him in action and it seems to me that it has never crossed his mind that he won't get the sale -- perhaps not that very same day, but down the road. He totally expects that he will be their source some day.