Sales Tips from Jeffrey Gitomer
These wise words from Gitomer share why you or your team may experience a sales slump:
- Poor belief system. I don’t believe that my company or product is the best. I don’t think that I’m the best.
- Poor work habits. Getting to work late, or barely ‘on time’. Not spending your time with people who can say ‘yes’.
- Misperceptions that lead to sour grapes. I think my prices are too high, or my territory is bad.
- Outside pressure. Caused by money problems, family problems, or personal problems.
- Poor personal habits. Too much drink, too much food, or too much after-hours play.
- Boss giving crap instead of support. Someone who says, ‘You better do it,’ instead of, ‘I know you can do it.’
- Events that go against you. New salesperson passes you, someone else gets promoted and you know it should have been you.
- Customer cancels a big order. Weakening your personal belief or causing severe money problems – or both.
- Competition cuts price and steals the order. This is the new reality of business.
- Getting depressed. From any of the above.
His answer to the slump:
Gitomer’s final comments: ‘What causes a slump? You do. Therefore, you are the best (and only) person to fix it.’
Justin is the Managing Director of Active Management, which he began January 2004. He offers coaching to businesses worldwide in everything from start up and design to marketing and sales systems. Justin also facilitates four Australian and New Zealand ‘fitness industry roundtables’ events, which allows him to see a huge cross section of business models.