Good morning and Happy Halloween Week!

What’s the scariest part of sales?

Well, I used to say it was when you call someone, it rings 3-4 times so you switch screens and check your emails while you wait for the voicemail to kick in, but instead they pick up and say, “Hello?”

Hello? Hello? I’ve forgotten whom I’m calling!!!

Now, that’s scary.

But now, I think the scariest part of sales is when business is bone dry (see what I did there?) for a few weeks and panic starts to set in.

We all face this when we just start in sales, but it occurs now and then as the years go on. Two pieces of advice:

First, know that this is a temporary situation. Just like when you are killing it and everything is going your way, this, too, shall pass. You need to tell yourself; this is finite.

Second, focus on what you can control and make the calls, make the calls, make the calls. Think about every aspect of your sales approach: Am I calling on the right companies? Am I making a quality sales pitch? And am I following my prospecting plan with diligence and determination?

The next time you get through this—your dry spell is over and things have turned around—write a letter reminding yourself it will end and you can sell your way out of it. Then, stick it in an envelope, mark it “Open in case of sales emergency” and tape it onto the wall nearby. This will help you get through your next scary sales stretch.

And trust me, there will be a next time.

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Are you looking at a scary sales month? Join the Sales Vault, the largest website for sales growth if you sell print, signage, promo, packaging, or labels. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036.