I’ve been through countless sales slumps over my past 14 years in business. 

And let me tell you, holding a dance card that’s filled with “NO, NO, NO” can be one of the most demoralizing experiences a business owner can face.

Dealing with these slumps is isolating, embarrassing and a real ego-buster. But as sure as the sun sets every day, it’s bound to happen.

Three of my most memorable (and painful) dips were…

1. My first year in business

Even though I’d gone out on top from a successful sales career in Corporate America, I could not close a deal to save my life in my new business.

With loads of advice from legions of colleagues, I finally eked out two paying clients somewhere between months 10-12 which kept me in the game. 

As a result of earning less than 10% of my prior year corporate income, I had to rearrange a lot of financial obligations in order to stay afloat. Talk about a major reality check.

2. Following my first live event in NYC

I had just moved to New York and was so excited because the event was sold out 2 weeks in advance. Even people without tickets showed up on event day with the hope of getting a coveted seat. The room was electric. I was living the dream!

Yet it turned out to be a quite possibly the worst day of my life. 

Despite the popularity of the event and 88 people in the room, only one person bought the program I offered.

In hindsight, I know it’s because I was out of alignment with the offer I made.

But worse yet, I felt maligned. Rejected. Like a big fat loser.

The shrapnel from that single event sent me to the sofa for months afterward. Those were quite possibly the worst months of my life. 

I went from the highest high to having lost all confidence in myself and questioning everything.

What am I doing with my life? When am I ever going to figure out my business? How can I afford to stay in NYC if nobody will buy from me? What’s wrooooooong with me? I’m no good!

3. During a major losing streak

I had a period where I had a bunch of sales conversations, but nobody, and I mean nobody, was buying.  

I felt so defeated. I’m the sales coach. How could I be screwing up so many opportunities? 

I stepped back for awhile before half-heartedly trying to do more outreach. But that wasn’t doing the trick. My prospects could sense that I didn’t believe in myself  — so why should they believe in me?

I felt like I was “wasting” good prospects so I plain old stopped trying. Just hoping I’d get out of my slump ASAP.

Like inaction would do me any good. Riiiiiight.

Those slumps destroyed any shred of confidence I had left. And when I did have a sales conversation, my prospects were saying NO because they sensed something was off.

It’s crucial to move through the slump as quickly as humanly possible!

The quickest way to get out of it is to follow these 2 pieces of advice:

DO NOT “compare and despair.” 

Resist the urge to look around and obsess over how successful everyone else appears. And then shame yourself for not being right up there with them.

It did no good to sit around wondering why I couldn’t be more successful, skinny and gorgeous like Ali Brown. Especially if I did it while eating a sleeve or two of Oreos while I stewed. That only made me angry.

Get off of Facebook if it makes you feel crappy. Unsubscribe from the “shiny happy people” emails if they depress you. It’s okay to seclude yourself from that stuff for awhile. It’s only temporary.

DO take immediate steps to restore your confidence.

The secret of every successful entrepreneur is knowing how to get out of a sales slump as quickly as possible by getting the YESES rolling in again. Because YESES and money solve a lot of problems.  🙂

For 3 go-to secrets that have lifted me out of innumerable slumps over the years, go ahead and help yourself to 3 Secrets That Boost Confidence & Inspire Your Prospects To Readily Say YES! by clicking on the image below:

Slumps are bound to happen. And looking back, those dips are a right of passage. BUT… that doesn’t mean you can’t find the quickest way through, around or across any slumps and bumps you hit along the way!

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Have you ever been “tricked” into buying something that you didn’t want or need?

If so, you’ll relate to today’s video about PIMPS Culprit #3.

I share how those experiences factor into your relationship with selling and what an insidious role it plays (without us even really realizing it) when it comes to offering your own services:

If you’ve missed the first two videos about P.I.M.P.S., you can link to them here:

Culprit #1 – http://www.thebiztruth.com/mindset/5-reasons-you-resist-selling/

Culprit #2 – http://www.thebiztruth.com/mindset/sales-resistance-culprit-2/

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If you dread, avoid, and/or completely resist selling – there’s a reason behind it. Five potential reasons, actually.

These culprits are so pervasive with the thousands of entrepreneurs I’ve dealt with over the past decade that I put together this free video series for you. It lays out what the 5 things are, along with practical advice for what you can do about each one.

This video lays out the first reason for you. Be sure to check back for the other reasons each week. I welcome your Comments and encourage you to share with any of your friends who might be experiencing a case of sales dread.

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Find out the invisible reasons that entrepreneurs don’t like to sell and the 5 steps you can take to get past those blocks, get more clients, and actually enjoy doing it!

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October 2012 marks my 10-year anniversary as an entrepreneur!

I’ve taken a few bumps and bruises along the way so thought I’d share ten of my top lessons with you in this week’s edition in the hopes you’re able to avoid at least one of the hits I’ve taken over the years 🙂

Here’s a dose of biz truth for you. Some of these lessons were painful, others are positive… Just like business ownership!

 10.   Not every investment will be a good investment.

I’ve wasted more money on overpriced, no-value programs than I care to remember, but it doesn’t stop me from investing in my growth. I’ve just gotten better at knowing how to choose. (Email me if you want to know my criteria.)

9.   A high price tag isn’t necessarily an indicator of a high return.

It can often do more to fuel the seller’s growth than yours. Beware of outrageous promises. And don’t confuse their success with your future success. That’s called “smoke & mirrors” in the magic biz.

8.   Don’t hand over your power along with your credit card number.

Manipulators want you to depend on them so they can keep swiping your credit card. He’s not “your daddy”… and never will be.

7.   Even if you’re a solopreneur, you can’t do it alone.

I owe a mountain of gratitude to all of my past, present and future business friends who lend mountains of support and advice.

6.   It’s ultimately up to you to decide.

It’s great to get perspective from others, but ultimately you must follow your gut.

5.   Take responsibility.

In my heart of hearts, I usually knew better. I just didn’t trust myself enough to believe it.

4.   Do NOT let fear drive your decisions. 

Being an entrepreneur feels isolating sometimes so it’s easy to get scared and withdraw because it all feels scary. Resist the temptation of falling into that trap.

3.   Dare yourself to actually accomplish what you set out to do. I hated making initial contact calls when I started my first biz… I was unsure of myself and felt vulnerable. Once I sucked it up, it got easier and the doors opened wide. So do it, even if it you don’t want to!

2.   Take action, because hope is not a business strategy.

I hope the phone rings. I hope people click “buy” on my website. I hope this program is the silver bullet. I hope I break $1 million… I mean $100,000… ummm $50,000… this year. Get real, Entrepreneur.

1.   If you’re in business, you’re in sales.

Even if you’re new to my community, you knew this one was coming!

 

2 more bonus lessons:

Smile. It’s easy and it lights you and others up…. So why the heck not?!

Rest. I wish I did more of this. I’m getting better… but burnout is imminent if you don’t do it… and it’ll never all get done anyway, so you may as well make time for you!

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Do you ever get that uneasy feeling that your prospect is trying to get away from you?

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You see that one of your favorite clients is on your schedule for an appointment tomorrow morning. You’re excited because he’s the one who always…

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As an entrepreneur, you know that it’s not always a cakewalk to run a successful business. There are a lot of moving parts.

Because I talk to dozens of entrepreneurs every week, I hear my fair share of stories about their growing pains. Heck, I have ‘em myself!

And here’s the deal, since I’ve dealt with thousands of entrepreneurs during my past 10 years in business, I’ve developed an uncanny knack for being able to predict who will still be in business a year or two from now… and who won’t.

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You know when something is sitting right in front of you and you don’t see it?  Well, I had one of those V8 moments on New Year’s day while watching Gary V’s YouTube video about the “Thank You Economy”.

I realized that whenever I didn’t meet a goal last year – regardless of whether it was a stretch or minimum – I was so disappointed with myself – that I didn’t celebrate the entrepreneurs who DID attend my events and take my classes.

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As I created programs last year, I would set a stretch goal for the number of participants I wanted… but more often than not, I was disappointed because I didn’t reach my goal.

And in some cases, a couple of programs didn’t even come close to my minimum projections. They plain old bombed!

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