Here are the four causes of sales slumps and ways to overcome each one. Share them at your next meeting.

1. The Attitude slump. This slump usually results from either losing faith in the product/service being sold, an inability to meet goals or giving in to high levels of stress. The best way to turn an attitude slump around is to pinpoint which of the three has got you down and work on getting your confidence back in that area. For example, if you’ve lost faith in a product, remind yourself what’s great about it. One way: Call a satisfied customer and ask what it is the person loves about it.
2. The Prospecting slump. When prospects dry up, some salespeople blame the economy, the products or simply bad luck. Prospecting is not about contacting a ton of people (the spray and pray method) — but identifying and getting in touch with the few who need the benefits you can provide and have the ability to buy right now.  Be willing to try new and creative approaches to prospecting. Dig deeper to recognize which prospects are the most qualified.
3. The Presentation slump. These slumps are usually the result of pressing too hard for a sale and failing to listen to what it is prospects are saying they want. This can be solved with a renewed concentration on prospects’ needs and how well they’re being addressed. Take a step back and review your presentation to see where it can be improved. Then tailor each presentation to each prospect’s specific needs.
4. The Closing slump. There are two major causes of this type of slump: No. 1 — Trying to close with a prospect who isn’t the decision maker. The solution to this problem is to ensure the person you are presenting to has the authority to make a purchasing decision. No. 2 — Trying to maintain control throughout the presentation. Successful salespeople understand that it’s OK to let the prospect dictate the direction in which a presentation heads — as long as the prospect’s problems are being solved, or his or her concerns are being addressed.

Tags: confidence, presentation, prospecting, sales, slump, stress