In NASCAR, the command, “Drivers, start your engines!” elicits excitement for the fans and produces an adrenaline rush for the drivers. It conveys the thought that it’s time to aggressively begin the task at hand.
What motivates you to start producing? Whatever that motivation is, is it ongoing and consistent? Even the most successful producers, every now and then, whether caused by external or internal reasons, obvious or hidden, don’t feel like starting their engines or don’t have the ambition to take the sales mark.
Continued inability to sell could lead to a decrease in production performance occurring over time, aka a “sales slump.” One bad result turns into two and three. Soon, depression occurs and doubt of one’s sales ability takes over. Negativity fuels all of those emotions to the point that it consumes the producer’s every thought. Successes of the past are long forgotten.
One bad result turns into two and three. Soon, depression occurs and doubt of one’s sales ability takes over. Negativity fuels all of those emotions to the point that it consumes the producer’s every thought. Successes of the past are long forgotten.
Sales slumps don’t discriminate. Even the most successful, seasoned producer could face one. A diligent producer who is doing exceptionally well may find prospects taking the summer months off from making insurance buying decisions. Sales during that time become harder to close. Frustrations could develop, causing the beginning of a sales slump. One truth with sales slumps is that they are self-perpetuating. The lack of success often erodes confidence and the expectation of positive results, making it more difficult to sell.
Here are some tips and tricks to help you eliminate a sales slump:
1. Remain confident
If you continue to work diligently, recognize that sales slumps will end. Be confident, and stay focused on the sales duties at hand, not letting the slump distract you. Use the power of positive thought as your foundation of confidence. Don’t panic.
2. Keep swinging
Joe DiMaggio said that to get out of a slump, you need to keep swinging. Insurance-wise, that means to continue getting in front of potential customers. Keep calling, prospecting, soliciting, presenting and proposing. Often during a slump, energy decreases and activity diminishes, which only prolongs the possibility of no success. Just continue your excellent practices of the past and success will return.