This week’s question from our portal “Ask Us Anything” comes
I struggle with highs and lows. When things go well (like during the first half of the year), I’m on top of the world. When things slow down, I snowball and regress into a bad mindset.
I work for an executive search firm. The placements and job orders are slower than they were in Q1. I’m taking it personally. I’m having self-doubt and victim mentality: “Am I doing the right things? Am I checking all the boxes? I’ve done this before—why isn’t it happening now?” Then I spiral.
Why do I do this? How can I get better at staying more level?
Every company operates by the law of rhythm. We all have ups and downs, good times and bad times, times when we’re buying and times when we’re not.
The second you take it personally, you won’t find an answer—because you’re beating yourself up instead of looking for a solution.
If this is a rhythm problem within the cycle of companies you’re working with, then you have to figure out, “How do I offset that?”
You need to find another answer—and not spend any more time beating yourself up, because this just lowers your productivity.
I’d suggest having an attitude of curiosity.
I’m curious as hell. If you give me an obstacle, I love finding a way through it: “There’s got to be a way through it, over it, or around it. Somehow we can reach these people.”
I’ve also accepted that things change constantly. There may be changes happening that you’re not aware of, but it’s your job to find a way through.
- Who are you calling and asking?
- Are you networking with others who have the same problem?
- Are you getting as much intel as possible to figure out a way through?
- What’s causing this dip in the rhythm right now?
This is what makes great salespeople thrive. They’ll find a way to break through—even when everyone else is taking the problem personally, collapsing, and not looking for an answer.
The ones who are persistent WILL find an answer.
There’s always a way through. But you have to be creative.
For example, entrepreneur and podcaster Patrick Bet-David realized early on that nobody wanted to buy life insurance. Who the hell wants life insurance? Especially young people who don’t even believe they’re going to die. He said, “I’m never selling life insurance again.” Instead, he sold them a beautiful future.
How can you find a way around the problem?
In your case, you could ask:
- How can we get people to hire late in the year?
- How do we find an incentive for them to hire?
- How do we give them a different reason to re-evaluate the problem?
- How do we start pre-selling next year?
- How can I get their attention?
- What problem am I actually solving for these companies?
- If it’s a known fact that they don’t buy at a certain time of the year, can I either get my sales up during Q1, or find a company that DOES buy later in the year?
Come up with every possible answer. Tell the universe, “Give me a creative way through this.” Write down everything you can think of. Don’t throw anything out.
If you don’t do it, somebody else will figure out a way through it.
Don’t hesitate to do something you think is crazy—because sometimes the crazy thoughts make the biggest difference.
You also need to be consistent and persistent. Fortune is in the follow-up.” If someone says, “No,” or, ”Not now, but contact me next year in Q1,” then make sure you contact them next year in Q1.
You might have to follow up every quarter for five years. But when they need it, they’ll buy—because you’re the salesperson who’s consistently been with them the whole time.
But never take anything personally. Because it’s not personal.
David
P.S. Do you want to become masterful at sales, and learn how to NEVER taken anything personally again? If so, join me for my exclusive sales training program, “The Matrix.” This 4.5-month program is designed for entrepreneurs and business owners who are ready to feel confident on sales calls, inspire and influence more potential clients, close more sales, and significantly increase their income—without pressuring, pushing, or manipulating anyone. We start a new cohort on January 21st.
To learn more, or to join The Matrix—click here.
