What should I do with my time when sales are slow?

Use it to get better. Work on four things: sharpen your skills, refine your processes, build deeper relationships with existing clients, and explore new strategies and markets. Think of it like a pit stop in a race. You're refueling and tuning up for the next big push.

Should I cut back on calls when sales slow down?

Turn it up. Slowing down your activity during a slump is a big mistake. If you were making 50 calls a day, make it 100. Mix up your channels with calls, emails, social media and even good old-fashioned snail mail, and personalize every message so it gives the prospect real value.

What is the 100/10/2 rule?

It's the ratio Drewbie lays out in his book Call The Damn Leads: 100 outreach attempts, 10 meaningful conversations, 2 closed deals. During a slow period, stick to it and keep the attempts coming. His promise is simple: work those numbers and you'll push through any slump.

What's in the Drewbie Wilson Challenge?

It's five moves for your next slow period: wake up at 4:30 AM every day for a week, make 20% more calls than your usual daily target, read one sales book or listen to five sales podcasts, check in with five past clients with no pitch, and share a new meme that sums up your sales philosophy.

sales skills ·Sep 30, 2024

How to Keep Pushing Forward When Sales Are Slow

by Drewbie Wilson

What's up, sales rockstars and future closers! Drewbie "The Meme Lord" Wilson here, and today we're diving deep into one of the toughest challenges in the sales game: how to keep pushing forward when sales are slow. If you've been in this business for more than a hot minute, you know that slow periods are as inevitable as death and taxes. But here's the kicker - it's not about avoiding the slumps, it's about how you handle them that separates the order takers from the elite closers.

Key Takeaways

Use a slow stretch to sharpen your skills, tighten your process and build deeper relationships with the clients you already have.
Turn your activity up when sales slow down. If you were making 50 calls a day, make it 100.
Work the 100/10/2 rule: 100 outreach attempts, 10 meaningful conversations, 2 closed deals.
Record your pitch, listen back like your own harshest critic, and get a colleague or friend to throw objections at you.
Reach out to five past clients just to check in, with no sales pitch attached.

Book banner with an open book: "Grab your copies of Call The Damn Leads and Crushing The Day", "Click Here!"

The Mindset Shift: Slumps Are Your Secret Weapon

First things first, let's get our heads right. Slow periods aren't your enemies; they're your stepping stones to success. In my book "Call The Damn Leads," I talk about the importance of mindset in sales. Remember, "Methods are many; principles are few; methods may vary, but principles never do." This applies perfectly to handling slow periods.

When sales are slow, it's not a sign to throw in the towel. It's your chance to:

1. Sharpen your skills
2. Refine your processes
3. Build deeper relationships with existing clients
4. Explore new strategies and markets

Think of it like a pit stop in a race. You're not stopping; you're refueling and tuning up for the next big push.

Businessman in a suit holding a glowing brain inside a wireframe shape in cupped hands

The Three Pillars of Pushing Through

Let's break this down into three key areas you need to focus on when sales are slow:

1. Mindset Mastery

Your mind is your most powerful tool. When sales are slow, it's easy to let doubt and negativity creep in. But here's where you need to double down on your mental game.

- Start each day with gratitude. List 5 things you're grateful for. This sets the tone for positivity.
- Visualize success. Spend 10 minutes each morning imagining yourself closing deals and hitting your targets.
- Affirmations are your friend. Repeat phrases like "I am a sales machine" or "I close deals like a boss" throughout the day.

Remember, your thoughts create your reality. Feed your mind with positivity and watch how it transforms your actions.

2. Activity Amplification

When sales are slow, it's tempting to slow down your activity. Big mistake. This is when you need to ramp up your efforts.
- Double your outreach. If you were making 50 calls a day, make it 100.
- Diversify your approach. Mix up your communication channels - calls, emails, social media, even good old-fashioned snail mail.
- Focus on quality over quantity. It's not just about more activity, but smarter activity. Personalize your outreach and really focus on providing value.

Remember the 100/10/2 rule I talk about in "Call The Damn Leads":
- 100 outreach attempts
- 10 meaningful conversations
- 2 closed deals

Stick to this, and you'll push through any slump.

3. Skill Sharpening

Slow periods are the perfect time to level up your skills. Here's what you should focus on:

- Study your product inside and out. Become the go-to expert.
- Practice your pitch. Record yourself and listen back. Be your own harshest critic.
- Role-play objection handling. Get a colleague or friend to throw curveballs at you.a
- Read sales books or listen to podcasts. Continuous learning is key.

Remember, "School is expensive!" as my old colleague Jose used to say. But the school of self-improvement? That's an investment that always pays off.

The Drewbie Wilson Challenge

Alright, closers, here's your challenge for the next slow period:

1. Wake up at 4:30 AM every day for a week. Use that extra time to work on yourself.
2. Make 20% more calls than your usual daily target.
3. Read one sales book or listen to five sales podcasts.
4. Reach out to five past clients just to check in - no sales pitch.
5. Create a new meme that encapsulates your sales philosophy and share it with your network.

Do this, and I guarantee you'll see a shift not just in your sales, but in your entire approach to the game.

Wrapping It Up

Remember, in sales, as in life, it's not about avoiding the storms; it's about learning to dance in the rain. Slow periods are your chance to become the sales powerhouse you're meant to be. Embrace the challenge, do the work, and watch as you transform from an order taker into a true sales professional.

And hey, if you want to dive deeper into mastering your sales game, check out my books "Call The Damn Leads" and "Crushing The Day." They're packed with more strategies, stories, and insights to help you become the sales rockstar you're meant to be.

Remember, in sales and in life, it's all about mindset. So get out there, crush those objections, and as always...