“How’s your month looking?”
“Well… not as good as I’d like.”
“Oh yeah? What do you mean?”
“I guess we’re just bumping along, trying to make it work. I can’t seem to get out of a below-average sales month.”
Sound familiar? It’s a conversation I’ve had recently—and maybe one you’ve had too. Whether you’ve been in sales for two months or 20 years, we all hit ruts.
The question is: how do you get out of one?
I want to offer a roadmap—a simple framework built on three powerful C’s that can help you break through slumping sales and start building consistent success:
- Consistency
- Clarity
- Certainty
Consistency: Be Where You Say You’ll Be
Show Up and Be Reliable
This one’s foundational.
If your shed lot says you’re open 9 to 5, then you need to be open—from 9 to 5. Not “mostly” open or “usually” around. Customers need to know they can depend on your posted hours, your word, and your presence.
There’s no faster way to lose trust (and a sale) than to have a customer show up during business hours and find no one there.
Build Credibility Through Consistent Action
Consistency also shows up in how your lot looks, how your team shows up, and how often you follow up with leads.
Consistency builds credibility—and credibility builds sales.
Clarity: Say What You Mean, Show What You Sell
Make a Great First Impression
The word clarity means “the quality of being clear and easy to understand.” That should apply to your lot, your office, and especially your marketing.
Here’s what I do: I visit one of my lots and ask myself:
- Would I stop here if I was driving by?
- Are the sheds neatly lined up?
- Is the landscaping trimmed?
- Are the displays clean and inviting?
Then, I step inside the office:
- Does it smell pleasant?
- Is the literature organized?
- Is the trash emptied and the temperature comfortable?
These details may seem small, but they speak volumes—especially when you remember that women influence 80–90 percent of all home-related purchasing decisions, including sheds.
According to the Boston Consulting Group, women influence up to 85 percent of household purchases globally. Nielsen says 89 percent of decisions on home purchases and improvements are made by women. Finally, according to Forbes, women drive 70–80 percent of all consumer spending.
So yes, clarity matters—from the layout of your lot to the scent in your office.
Bring Clarity to Your Marketing
It also matters in your advertising.
Let’s compare two ad styles:
Generic Ad:
“Hi, this is Big Bob’s Sheds and we are here to help you! Come down and purchase your shed today!”
Clarity-Focused Ad:
“Hi, my name is Bob, and I’d love the chance to help you find room for all the stuff piling up in your garage or spare room. Stop by our lot at XYZ Address, and I’ll make sure we solve your storage problem and get you the best deal on a quality shed.”
Which ad would make you stop?
One is noise. The other is a solution:
- It speaks directly to a need.
- It offers a specific benefit.
- It creates a call to action.
If your message isn’t clear, your results won’t be either.
Certainty: Help the Customer Feel Confident
Guide the Customer Toward a Decision
I’ve seen it too many times.
A customer walks onto a lot, and instead of being guided, they’re shown a few sheds and left to “think about it.” They leave no closer to a decision—and the chance of closing a deal drops by 50–80 percent the moment they drive away.
Certainty is your job.
The customer came in unsure. They’re hoping you can help them make the right decision—and when you hesitate, they will, too.
You must:
- Study your product.
- Study your customer.
- Read social cues.
- Provide a clear recommendation.
A Real-World Example
Let me give you a story.
A salesperson I know recently had a couple come in interested in a specific product. He did everything right—walked them through it, explained every feature and warranty, and answered every question.
Then they said the words we all dread:
“We want to shop around a bit.”
Most salespeople would stop there. But he didn’t.
Instead, he asked, “Where are you thinking of shopping next?” They gave him a name, so he pulled out his phone and called the competitor on speaker. He asked for a price—and they gave one. So now the customer had a real-time price comparison.
Still, they weren’t ready.
So, he asked, “What will it take to earn your business today?”
They replied, “You’ve done a great job—we just want to look.”
His bold (but honest) response?
“If I’ve truly done my job, then you wouldn’t be leaving.”
That made them pause. He walked them through a couple more options—and they bought.
The Takeaway
Don’t give up on the first (or even 10th) “no.” Customers want to be led. They came to buy—it’s your job to help them close with clarity and certainty.
The Bonus “C”: The Close
The Natural Result of the Three C’s
If you’ve nailed consistency, clarity, and certainty, the close should come naturally.
Yes, closing requires skill. Yes, it takes courage. But the customer is already halfway there when you’ve built trust, shown up, and made the path forward clear.
Final Thoughts
I hope this gives you some fuel to turn your next sales slump around. You’re not stuck—you might just need to get back to the basics: the Three C’s.
And if you ever want to talk through your strategy, I’m always happy to help.
Let’s sell with purpose—and get back to those stellar months.
