The Sales Pendulum

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Hello and thank you for visiting my blog.

Today I want to show you a tool I use for myself and my salesmen, both when things are going well and when they are not.
The Sales Pendulum.

It helps you understand that there are two sides to everything. Sometimes you are on top of the world and all is going great, and than all of a sudden it turns and you cannot get anything right.

This isn’t your fault. It is the natural order of things.

The difference between good and bad salesmen is how long time they spend at the different poles.
A good salesman can spend a whole month on the positive side and only half an hour on the bad.
A poor salesman on the other hand, might spend days on the poor side and just minutes on the positive side.

But as with any good tool, their are ways to use this to your advantage.

One thing to always remember is that when things are going bad, we often try to change a bunch of things in order to turn things around. Usually this just gets us doing even worse. It always takes a while to learn new techniques and when we are down on confidence, it isn’t the time to test new things. As we see by the pendulum it is better to just work hard use your trial proven methods until the tide turns.

In the pendulum, time is a relative thing.
What is more important is you! And how hard you work.

If you look at the pendulum again.
The positive side of the pendulum is when you are focused and have found “the flow” (Se my earlier article How To Find A Flow). The longer you stay there and can keep that focus, the longer you are on the positive side.

The negative side of the pendulum is where your confidence is down and you don’t trust yourself or your techniques. The faster you can get your arguments working and get into some good discussions with customers, the faster you will get out of it.

The Pendulum isn’t effected by time
When you are on the tough side of the pendulum it is the number of sales calls you make that is time. The more calls you make the faster you will find some positive customers, get your confidence back and start making sales.

On the positive side, it is all about your attitude. Basically it is your activity level inverted. The harder you work, the slower time goes.

This method has really helped me out of slumps and helped me keep my focus when I was doing (to!) well.

Good luck to you and I hope it helps you as well.

//Daniel M. Wood


Related posts:

  1. How To “Find The Flow”
  2. How To Increase Your Sales
  3. The Effects Of Increasing Activity By 35%
  4. How much sales training do I need?
  5. Go the Extra Mile and You Will be Rewarded
This entry was posted in Goal Setting, Regular Mistakes, Sales Personality - Core Values, Sales Techniques and tagged , , , , . Bookmark the permalink.

5 Responses to The Sales Pendulum

  1. I really enjoyed this article Daniel. No doubt, Selling is much like a pendulum, and the more time we can spend on the ‘positive’ side of things the better of we’ll be. As you mentioned, we all go through some ups and downs, and that’s OK. Hopefully, though, as we gain experience we’ll develop the skill needed to maintain better consistency and spend more time producing positive, outstanding results. Thanks again for the great article.

  2. Daniel M. Wood says:

    Thank you for republishing this comment marcus and for visiting my blog, I hope you can use this tool to help you in your sales. I have always found it helps me focus. Like you said it is okej to have your ups and downs. As long as you don’t give up.

  3. loans says:

    I want to thank the blogger very much not only for this post but also for his all previous efforts. I found to be very interesting. I will be coming back to for more information.

  4. Daniel M. Wood says:

    Thank you Sir,

    I look forward to hearing more from you and I am very glad you have enjoyed my post.

  5. Find and pick some good points from you and it aids me to solve a problem, thanks.

    - Henry

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