At ABRR we believe Sales slumps are usually a sign that you’re about to experience a huge breakthrough.

Sales slumps are discouraging. You’re working hard, making calls, following up, but still nothing pans out. As the slump continues, you start wondering if you’re doing something wrong or, worse, whether your product isn’t as good as you thought.

Our Experienced team here at ABRR can help you through these times and also help you ensure that you protect yourself in the future to reduce any further potential Sales Slumps.

“I’m in a slump right now…” “Our sales are in a slump…”

We hear this terminology all the time in the world of professional selling. However, just what is a sales slump anyway?

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.

First, there is attitude. All external conditions are the result of internal thought patterns or attitudes.

Second, there is prospecting. This is having a pipeline full of well qualified prospects at all times (don’t forget customers are also prospects). It is the ability to always be in front of a qualified prospect for your product or service. It is the skill of getting information, to be able to constantly upgrade prospects or eliminate them.

Third, there is the sales presentation. This includes effective communication skills, product knowledge competence and effective listening. And having a presentation strategy.

Fourth, there is the ability to discover, disarm and answer sales resistance.

Fifth, there is the ability to bring the entire process to a positive closure by, closing the sale or the relationship.

What causes Sales Slumps?

• Poor training.
• Poor product knowledge.
• Poor attitude management.
• Poor sales records.
• Poor organization reputation.
• Poor product quality, distribution or organization support.
• An organization vs. customer focused sales strategy.
• Sales compensation that rewards results only and not focused activity.
• Excessive administrative responsibilities.
• Poor territory potential.
• Non-supportive management.
• Poor sales management coaching skills.
• Organizational culture that encourages the editing of honest communication.
• Lack of clear purpose, goals and focus.
• Poor organization and time and territory management.

CALL 1300 79 29 62 NOW FOR YOUR FREE CONSULTATION to find out how ABRR can help you and your business or complete our contact form on the right and one of our trained advisors will call you.