Have you ever noticed that when things are going well they tend to keep getting better and when they’re going bad they tend to keep getting worse? We’ve all had those days when nothing seems to go right.
You wake up late in the morning, rush out the door, get stuck behind a school bus, hit every red light, spill coffee on your shirt, show up late to a meeting that everyone is on time for the first time ever, your computer crashes, the deal you just knew was going to come in that day ends up calling you to tell you they went in a different direction or “priorities have changed,” and then when you get home ready to relax and watch your favorite show that you DVRed last night you realize the power went out and wiped out the entire series…
Yeah, we’ve all had those days. Unfortunately, those days sometimes turn into weeks and then months, especially related to sales.
On the flipside, when you’re having a good day everything seems to click.
You wake up without the alarm, hit all the green lights on your way to work, get in early with a fresh cup of coffee and time to plan out your day, call that client who has been avoiding you and they finally pick up the phone, close that deal you were counting on, get referred to another piece of business, and then on your way home a friend calls and asks if you want to grab a beer to watch your favorite team who ends up winning on a last-second shot.
Believe it or not, the reason for this momentum (in either direction) is mostly within our control. When things are going bad we tend to expect them to go bad and project that negative mindset on the people we come in contact with. We always answer the question “How are you?” with an “Ugh…” or a “Well…” or “Could be better…” The tone of our voice is different. The way we walk and carry ourselves is different. Whether we know it or not, we project a negative vibe which ultimately gets projected right back on us.
When you feel good about yourself you have a certain spring in your step, a positive tone in your voice and you exude confidence which is contagious. This is something we can’t ignore when it comes to sales.
If you currently have negative momentum going and can’t seem to catch a break or win a deal, start to think of little ways you can start winning again. Set short-term goals for yourself that are achievable like “make 20 calls and get 5 referrals” or “make 20 calls and talk to 2 people other than the gatekeeper.”
As you set and achieve these small goals you’ll start to remember what it feels like to win again. Then start to set bigger goals (Make sure they are SMART – Specific, Measurable, Achievable, Relevant, and Timely).
Tony Robbins talks about “changing your state.” Some people take the “fake it until you make it” approach. Regardless, you have the power to change your state and even if you don’t feel like it, you can fake it until you make it.
I used to have a boss who would answer the question “How’s business?” with “Business is great and I’m looking for more!” regardless of how business was going. People always responded positively to that and it led them to want to learn more about what he was doing. Another perfect example of this is my favorite sales movie of all time “The Pursuit of Happyness” when Will Smith shows up to the interview after getting out of jail in jeans and a t-shirt covered in paint. The boss asks him “What would you say if I hired a guy who came into the interview without a shirt on?” and Smith replies “He must’ve had on some really nice pants.” He had all the reason in the world to complain but he refused to.
I’m asking you to refuse to let negative momentum build in your sales careers and only let the positive momentum take hold. Winning is contagious so go start winning right now.
Make It Happen!