So, it’s been a quiet month. Sales are down, you’re demotivated, and it feels like it’s never going to get better. You’re even considering packing it all in! Don’t be too hasty to give up, the best sales guru’s and mentor’s in the world will tell you that a bad month or bad quarter is actually an opportunity for consultants or advisors to change up their game, and in fact, become better at their jobs. You need your sales mojo back!
Here are a few tips on how to take a bad situation and turn it into something good, ensuring you find your mojo in no time at all:
Keep Positive & Get Your Sales Mojo Back
Know we don’t mean lying to yourself and saying ‘everything is perfect’ when clearly it isn’t, keeping positive is about being aware of the conversation going on in your head, and making sure you are not beating yourself up or focussing on the negative all-day long. Focus on what you have achieved this year or quarter. Positivity is also about celebrating what you have done and achieved, as well as remaining positive about the future and what is to come.
Create small, daily goals that you can achieve
You can’t eat an elephant in one bite. Create a set of achievable, bite-size, daily goals that are going to be easy to achieve each day. This will allow you to feel good about yourself, and feel that you are in fact achieving each and every day, even though the tasks may be small.
Don’t dwell on the past
Quit thinking about that client you lost last month, or the deal you didn’t close last year. Don’t focus on what didn’t work or what you could’ve done differently. Focus on today, and the future, and on how you can improve your situation and get more sales now.
Don’t try to sell out of desperation
Going through your client database and trying to sell them products or solutions they really don’t need is a big no-no. It will ruin your reputation and credibility with your clients. Never sell out of desperation. If you genuinely feel that there is a solution that a client would benefit from to meet a need you know they have, then by all means go ahead.
Create a plan
A financial consultant without a sales plan is like a sailor without a compass – you’ve got to create a roadmap of where you want to be and how you want to get there. (You can see more on this in our recent post on maintaining a clear vision) Don’t shoot in the dark, or begin every day hoping you’ll get some sales in.
Here are some questions you can use to begin creating your plan:
- What’s worked in the past?
- What hasn’t worked in the past?
- What is the current financial climate?
- What do my clients really want?
- Where do I want to get to?
- How am I going to get myself there?
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