Early to Bed, Early to Rise

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Sleep
If I think about all the slumps that I have had in my career, the common denominator amongst all of them is a lack of sleep. It usually follows some life disruption like a vacation or impromptu weekend of activity that throws everything off just a hair. I stay up just a little too late watching the latest Ted Lasso or Netflix original and from there it’s a slippery slope. I bet this happens to you as well. You start off by staying up to 11 PM, then 12, then 1, and all of a sudden, waking up in the morning for work becomes a slog.

Sales Requires Emotional Control and Mental Resilience
How can you ever expect to perform well in sales, which requires a deep level of emotional control and intelligence? Everyday in sales means dealing with rejection and objections, so if you don’t have your ducks in a row mentally, you are putting yourself at a disadvantage. Studies have found that a sleep deprived brain operates with the cognitive ability of a brain intoxicated with alcohol.

I’ll say it again; if you don’t get enough sleep you are essentially showing up to work drunk. How well do you handle rejection when you are intoxicated? Probably not as well as you can at your peak level of mental aptitude. When you become aware of your slump, you have to make choices to get back on track. Those choices include getting to bed early and resting your body and mind adequately each day.

Taking Easy Wins
People often ask me how to close a deal when they lithuania telegram data are in a slump, which I think is the wrong question to ask. The question we have to ask ourselves in our down moments is, “How can I get the train back on the tracks?”

Before the train arrives at the station, the wheels have to turn first. So, my advice for getting your head right, heart right, and actions right is to seek small wins.

Establish Prospecting Discipline
Nothing happens in sales unless you make a call to someone and start a conversation. Often a slump can be attributed to a lack of prospecting discipline.

Start making those prospecting calls again. Check 5 calls a day off the list, get your first appointment, make 10 calls in a day, send a video message, add a second deal. Get those wins early in the morning, don’t wait until the end of the day because you will only put action off for another day.