Lost Your Sales Mojo? Here’s How To Get It Back.
By Brooke Green
There have been plenty of conversations in our sales training programs lately about something that hits all of us, the loss of “mojo.” We’ve all been there – one day you’ve got a bunch of deals on the brink of landing, you’re counting your money, and within 24 hours those deals collapse and it becomes obvious to you that you don’t know what you’re doing!! Now, that’s not the truth, it just feels like that.
Things fall apart because you don’t pay attention to your gut. What happens when you don’t listen to the voice within? You……
- Don’t ask the right / tough questions
- You know you don’t have all of the decision makers in the room, but don’t do anything about it
- Skip steps of your sales process
I could go on and on, but basically you wimp out – you go to your prospect’s process because, at the time, it feels less painful. How much pain are you feeling now???? So, how do you get your “mojo” back?
Being from Indianapolis, our minister couldn’t help but integrate the recent Colts comeback win into his message on Sunday. As he said during our sermon, “hope saves.” Hoping isn’t enough, but it has to be alive to get you back up and out there. Hope is a synonym for faith and trust in my book. Go back to what you trust – YOUR PROCESS!
Remind yourself what your process is, how it has worked for you in the past, and how temporary pain saves you serious pain later. Our minister also reminded us of the hope that the Colts hung onto when they were down 21-3 at halftime. Coach Dungy didn’t remind them of their mistakes during halftime.
Instead, he reminded them of what got them to this point – their PROCESS, their game plan – sticking to what they know works, even when it’s painful.
So, don’t continue to beat yourself up. Take the lesson and move on. Trust what you know, stick with it. Sometimes you win, sometimes you don’t, but you always know you did your best on your terms.
