At some time or another every salesperson goes through a slump.
This could be due to seasonality, problems with the economy, lack of motivation, your personal circumstances or when a competitor launches a new product or service that captures the imagination of the market.
I have also seen a lot of salespeople fall into a slump because they had some success and sat back for a while when they should have been managing their activities and continuing with what got them that success in the first place.
Sometimes success makes you lazy and when you are lazy that slump is usually just around the corner.
So say you do find yourself in a slump, how can you climb your way out of it?
Here are four steps to follow:
1) Contact your existing clients and customers who you have the best relationship with.
Ask them about their current situation and how you can help them.
You might unearth a pot of gold!
2) Take a long hard look at every stage of the sales process and ask yourself “Can I do this better?”.
Another great question is “What could I change right now that would help me to better service my prospects?”
3) Steven Covey calls it “Sharpening Your Saw”.
I call it improving your sales skills!
What are you currently doing to improve your skills?
Have you tried sales coaching?
Do you listen to cd’s and tapes in your car?
What books are you reading?
Are you keeping up to date with the latest developments in your prospects industries?
4) There’s an old saying “If you lie down with dogs you come up with fleas”.
Make sure that your friends, your family and fellow salespeople are positive because behaviours are contagious.
At the end of the day it’s taking action that counts.
The best way to get out of a slump is to change what you are currently doing and your outlook towards the slump.
That means making more calls, setting up more appointments, learning new information and sharpening your skills.
Soon you will wonder what all the fuss was about in the first place!