Is it just a bad day, a string of bad Prospects, or a True Psychological Sales Slump?
Everyone has had the GM & Sales Manager who says, "It's all in your head! Every prospect we give you is a good qualified lead." I'm not sure why they say that because common sense tells you that statistically, EVERY prospect couldn't be a one call close.
On the other hand, we all know we have great days emotionally, good days, and bad days. Sometimes it is just the luck of the draw. Sometimes, it is a bad day at home with the wife or a bad day full of negative financial surprises that cause us to get off of our game. It could even be the negative interaction with the GM who is under pressure to get his bonus. Other times, we really do get a string of unqualified leads that could not be sold even by Donald Trump on his best day.
As we move people down the sales pipeline, we know they will not all buy. But, who will and who won't? They all have to be approached as if they will because if it was easy to tell, we would not have to spend 80% of our time calling on those who will not buy. We would focus on the 20% who actually make us a significant portion of our commissions. The problem is that when that type of thinking gets into our heads, we begin circular thinking...our confidence erodes...our enthusiasm dwindles...confusion sets in and we start on a downward spiral that could cost us thousands in lost commissions, days...weeks...or even months of productivity which might result in our termination and ultimately could cost us our career if we do not get it fixed.
What do you get when you cross a Salesman with a Licensed Professional Counselor? You get Dennis Hines, the Sales Slump Psychotherapist. The goal of this training is to help sales and marketing professionals find ways to RECOVER from Sales Slumps, AVOID Sales Slumps, and PREVENT Sales Slumps.
I started marketing at 5 years old holding a sign on a busy street corner and pointing cars toward a Cool Aide stand co-owned with my older brother. In elementary school we sold hand made pot holders door to door. In the 7th Grade, I was President of a very profitable Junior Achievement Company. In high school, I was President of the Electronics Club and the Radio Club. After graduating from high school, I joined the Texas Air National Guard and was trained at the Armed Forces Air Intelligence Training School in Denver, Colorado.
My Bachelor's degree is from Dallas Baptist University where I double majored in Psychology & Theology. My Master's degree in Counseling & Psychology is from Texas A&M University, Commerce.
After 10 years as a minister of youth, education, and administration, I became a Licensed Professional Counselor in 1991. I built a private counseling center to 13 therapists and 3 student interns before selling to another agency. I got my Life & Health insurance licensed and joined an insurance brokerage where I doubled my income in 2 years. When I left there, I opened a small agency that I built up and sold 3 years later.
Following that, I went back into the counseling field and built a number of businesses in the geriatric healthcare industry. After a successful run in geriatric care, I joined a window company as Assistant Sales Manager and then moved to a construction company to become a General Manager & HR Manager.
In 2016, I rejoined a former business partner at Las Colinas Counseling Center to see patients in private practice. With my sales background and entrepreneurial experience, I want to use my skills and experience to help Sales & Marketing People stay on top of their wave of success. My coursed here are designed to address the needs of all levels of sales professionals. The goal is to recover from preventable sales slumps as quickly as possible.