A: One of the key characteristics of a truly professional salesperson is to be able to quickly recognize when a slump occurs and have a plan ready when, not if, a slump happens.
Recognize the problem: It’s you.
Turn the music off and listen to sales tapes or CDs on the way to your appointment.
Plan for everything that could happen to prevent your getting the sale.
Cut your talking in half and increase your listening.
Ask for the business on each call.
Keep a journal of what you did right and what you did wrong on each appointment.
Ride with another salesperson and/or ask someone to ride with you.
Ask someone who is successful to help coach you through this period.
Be open to change.
Ask your prospects what you’re doing wrong.
Chances are what got you in a slump was poor work habits and what’ll get you out of it is good work habits. —Phil Rea has conducted more than 13,200 in-home sales calls and trained more than 1,750 salespeople. He shares his sales strategies each month with salespeople across the country through his MasterMind Program. For more information, call 866.441.7445.
