No. 71 Sales Slumps
Every salesperson at one time in their career experiences a slump.
There are three parts to this tip. First, what are the characteristics of a sales slump. Second, what are the causes that lead up to this situation. Third, what can you do to insure that they are neither drastic or long term and, fourth, what can you do when you find yourself smack in the middle of one.
Let's first define what I call a sales slump. You might think that the only symptom of a slump, is a period of reduced sales success regardless of its nature or length. From my perspective it is not quite that simple. There are a number of ways a salesperson can be in a slump. In order to discuss these we need to look at the elements of the sales process where a slump can occur.
Any salesperson, regardless of their experience or length of service can find themselves having a difficult time with one or more of the sales process issues stated above. Successful salespeople know that selling is a process and not an event. They have learned that their role is to create relationships that lead to sales. It is not, to just move products off the floor.
The key to long term success for any salesperson is to manage all of the five elements in a consistent and positive way. What good does it do, in the long run, to have great closing skills, if you are never in the presence of good prospects. What good does it do to have excellent products and services if you can't get appointments. What good does it do to have a good prospect, if you can't ask for the business. Notice I didn't say ask for the order, but the business. You can experience a sales slump, in any one of these areas. Regardless of the issue, the results will generally be the same. Low sales. Low margins. Lost customers. Vulnerable to competition. Selling price to get the business, and so on.
If you are experiencing a slump, you can't just look at the big picture. You must look carefully at your approach, strategies, strengths and weaknesses in each of the five categories. You must learn to ask yourself the right questions, if you hope to get accurate information that will help you out of this negative sales period. Knowing the characteristics or causes that contributed to the current situation will also help you prevent future slumps.
Please feel free to pass this tip along to anyone you feel might benefit from it.