How To Get Out Of A Sales Slump

I don’t care how good you are at selling. You will have cold streaks from time to time. We all do.

That’s why it pays to have a strategy for dealing with it.

Here are a few things you can do to get out of a sales slump…


1. Talk to a mentor or coach and get feedback on what it is you’re doing or not doing.

Those who taught us have the advantage of watching us as we learned. They know how we operate and can often see things in us that we don’t see. They can tell when something in us is “off.”

Seek them out. Talk to them about your slump and ask for suggestions on how to shake it off and move forward.

2. Talk to old clients who love you 

Of course, don’t just call to remind them of why they love you.

Give them a reason for your call. Check in and see how they’re doing. They’ll be glad you called and your energy immediately goes up. It’s been my experience: when your energy is up your sales are usually up.

After talking to them, try to remember the circumstances around how they became your client to begin with. Think about what made them initially choose you, and what makes them continue to choose you.

3. Study and practice fundamentals

We often pile on so much knowledge and information that we forgot what our foundation is made out of.

Focus on the core fundamentals and work to improve them.

“Going back to the basics”: It’s a cliché, but it works.

4. Read a few pages from a great sales or motivation book.

Steve Siebold’s “177 Mental Toughness Secrets of the World Class” is one of my new favorites.

What makes it great is that you can pick it up, turn to any page, and learn several inspiring tips to kickstart you out of a slump within minutes.

Here are few things you need to avoid doing when in a slump…

1. Stay away from negative news, blogs, forums, and people.

A friend posted this on his Facebook wall last week: “Before you diagnose yourself with depression or low self-esteem, first make sure you’re not just surrounded by a-holes”

It couldn’t be truer. Negativity is chronic and contagious. Continued exposure to it can turn an optimist into a pessimist. And pessimists are insufferable to be around.

In real life, two negatives do not make a positive. Instead, two negatives multiply into each other because they feed into and off of each other.

2. Stop complaining about your slump or seek out pity parties.

OK, you decided you don’t want to engage in negativity. So you seek out support from friends and family who shower you with pity and possible reasons for you slump.

Again, wrong move. Sympathy is nice, but it doesn’t get you anywhere.

Solutions do. Seek people who can provide answers and solutions to your slump.

Even if people’s solutions are way off base and implausible, at least their hearts are in the right place and their perspectives looking forward.

3. Don’t panic. Don’t press to hard. Don’t get mad. Don’t get down on yourself.

Prospects pick up on this. And when prospects feel you are desperate to make a sale, they are MUCH less likely to buy.

4. Don’t try to wait it out.

Slumps don’t just pass. You need to put in the effort to work yourself out of it.

These have consistently worked for me. Use them.

Or if you have something that works for you that’s not on this list, use them too. My point is simply to do something about it instead of letting it define you.

Be valuable.

John McCarthy
Managing Editor, Leads4Insurance.com

 

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