Selling can become repetitive. This is especially true if you are the one who always pitches a given product. In the beginning, giving your presentation is fun. You're learning new tricks and meeting great people. You refine your presentation, and you start noticing the results. More clients start rolling in and now you're on fire. The energy is up, and you go into each meeting ready to take on the world.

Then, after a while, you go on a decline. Your rate of learning decreases, and all of a sudden it seems like you're just going through the motions. You find it harder and harder to stay motivated during your calls, and the meetings seem less exciting. Signs appear that the burnout is starting to affect your ability to close deals, and you become frustrated.

This is a common problem faced by sellers all over the world. I've gone through this myself, and I know first hand how hard it can be at times to stay motivated. To fight off burnout from selling, focus on these three points during your presentations. It'll allow you to keep challenging yourself and you'll continue to learn. Stagnation is the ultimate precursor to burnout.

1. Try shortening your pitch.

After you present a certain number of times, you begin to recognize which parts of your pitch are most effective. You learn how the audience will react to certain phrases, helping you decide which parts to focus on. One way to improve your presentation is by taking out as much fluff as possible. This allows you to concentrate on the meaningful content.

Not only does this make you more focused and your presentation more direct, but your customers will love it as well. When I speak to prospects, they expect my sales pitch to be an hour presentation. In today's society, anything over 20 minutes will cause people to lose focus. So, through continuous practice, I've learned to reduce my pitch to about 15 minutes. By chopping weak content from my presentation, it has allowed me to better use my time with customers. Your pitch can always be improved, so focus on refining it every meeting and you'll avoid complacency.

2. Start experimenting more.

When you are fortunate enough to be over-packed with sales meetings, one way to avoid boredom is to practice new techniques. It can be something like switching up your closing comments, or changing the questions you ask. Doing this, you'll discover new strategies and techniques that will make you standout.

The only way to get better in sales is to try new things and adjust accordingly. This limits most people because they are unable to get as many sales meetings as they want. This forces them to be more conservative and follow the sales manual word for word. But when you have tons of meetings throughout the day, use the situation to the fullest. It'll make the sales seem less repetitive, and it's a perfect way to find ways to improve your skills.

3. Focus on selling yourself.

We can all tell when we believe in our product. The change in tone comes out in our voice when we pitch to customers. We sometimes feel the rush of excitement that comes from explaining its purpose, and we can tell that the customer is sold. As long as you get this emotion when you talk to customers, you won't burnout. Your love for your company will push you through.

If you've lost this feeling, you need to take a step back and find it again. Go back and figure out why you believe your product is the best on the market, and then figure out how to explain it to customers. If you aren't sold on your product, no one else will be.

Published on: Mar 16, 2015
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