Some sales slumps linger far too long because salespeople get so hung up on the effect they stop looking for the cause. If they spent more time looking for the cause, they may be able to break out of the slump earlier.
Here are four causes of sales slumps and tips on how to overcome them:
1) Attitude
Slumps triggered by attitude issues result from a loss of belief in the product or service, an inability to meet goals or from giving in to high levels of stress. The best way to turn an attitude slump around is to pinpoint where and why belief was lost and then work on strategies for getting confidence back.
2) Prospecting
When prospects dry up, some salespeople blame the economy, products or simply bad luck. Prospecting is not about how many people you see, but how good each prospect you see is. Be willing to try new and creative approaches to prospecting. Develop a regular routine for finding and meeting high-quality prospects who can help you.
3) Presentation
This slump catalyst is the result of poor communication, lack of product knowledge or poor listening. They may be solved by concentrating on customer needs and how they’re being addressed. Take a step back and review your entire presentation to see where it can be improved.
4) Closing
Of all causes of slumps, this is usually the most frustrating. The salesperson gets all the way to the close, only to let it slip away. The two major causes are not dealing with a decision-maker and not maintaining control in the sales presentation.
