I had my WORST week ever in sales... here's how I turned it around

Last month, I hit rock bottom in my sales journey. My show rate was a staggering 10%—9 out of 10 people I booked didn’t even show up. But then, by using some core sales techniques, I turned things around.

The next week? One of my best ever.

Here’s the kicker: these strategies not only helped me bounce back, but they also made me the only SDR on the team to hit quota for the month. In just 10 days, I managed to achieve over 60% of my monthly target.

How did I do it? I invested two days binge-watching and revisiting some of the best (and free) sales training out there, including "I Discovered a New Sales Method to Close Deals Faster" by Alex Hormozi. Here are my key takeaways:

The A.A.A. Technique: Acknowledge, Associate, Ask

Acknowledge

Always keep rapport strong. Listen carefully, repeat what they say back to them, then handle objections with empathy. When a prospect feels understood, they’re more open to discussion.

Associate

Link their questions to successful behaviors. For instance, if they ask a great question, say, “That’s an amazing question! That’s exactly what our top clients ask.” This positions them alongside your most successful customers.

Ask

Ask pointed, insightful questions where you already know the answers. This keeps you in control and shows you’re on top of things.

Example: “I see you’re serious about making the best decision here. As someone who strives for excellence, what type of support would you ideally need?”

Handling Common Objections with Confidence

Here’s how to navigate common pushbacks by shifting the focus back to them:

“I need to think about it.”

“Totally understand! What are the main things you’re considering? What concerns do you have about things going wrong?”

“I don’t have time.”

“No problem, I totally get it. It sounds like you’re already thinking about implementation, which is great. What would make the timing work better for you?”

“I need to talk to my partner.”

“Makes total sense. What parts do you think they’d be most concerned about?”

Key Tip: Keep asking questions. Those who ask control the conversation. Avoid offering unsolicited answers—stay curious and keep them engaged.

Power Moves to Stay in Control

Be the judge and jury. Position yourself as the one deciding if the meeting should happen. Frame it as you helping them evaluate their best options.

Handle ‘too many questions’ gracefully. If they say you’re asking too much, try this: “Imagine you’re asking me to diagnose what’s wrong with your car without me looking under the hood. I just need to understand your business thoroughly to give the best advice. Sound fair?”

Stay smoke-like. Questions keep you flexible and unchallengeable. If a prospect disagrees with a statement, they’re more likely to agree with a question.

Advanced Tactics for Tough Questions

Use Strawman Analogies

If a prospect brings up a concern, respond with, “Funny you mention that! I had a similar conversation with someone who had the same concern, and they’re now one of our best clients.” It deflects any defensiveness and keeps things neutral.

Appeal to Authority

If you’re in a company with respected leadership, reference your CEO’s viewpoint as if you’re the messenger, not the source. It lends authority to your position.

Stay Curious

Keep a mirror nearby to maintain your “Huh, that’s interesting” face. Respond with curiosity, not conclusions, so the prospect feels free to open up more.

Hopefully, you're not having your worst week ever, but if you want to be better, this is what changed it all for me!

5 comments