In A Slump

    I have been a Red Sox fan for 60 years and the season we are having this year would not have bothered me that much prior to 2004 as we had come to expect poor performance. Our first World Series in 86 years changed all that. Now it is a crisis to be where we are in the standings half way through the season.
    If you are in sales you are either in a slump, coming out of one or getting ready to go into one.  That is the nature of the beast we serve. 
    How does one get out of a slump? I have heard all kinds of cures but the best advice I can give is to get back to the fundamentals that you learned in "sales school".  1/ Develop a great introduction/opening, 2/Plan and Prepare aka Research, 3/ Ask informed questions 4/ Listen Intently (taking notes) 4/ Offer solutions of value, 5/ Reach a consensus (formerly known as a close), 6/ Follow-Up Follow-Up Follow-Up Follow-Up.
    In order to exercise fundamentals you don't go up against the best pitcher in baseball but rather find someone to throw you some soft stuff to regain your form and confidence.  Soft stuff in our business is shippers and consignees of your existing customers.  You have either hauled in or out of their facilities and you usually have a name to ask for since you likely had to make a contact there.  Calling on these folks is a good way to get back in the game and out of the slump.
    I heard another good suggestion today.  Go to your desk on the weekend and clean out everything you have not touched for a year or more, rearrange your surroundings so it looks new and fresh, and on Monday come back dressed up a tad and hit the field running.  Just don't step on the chalk lines as it is bad luck!!!


Good Hitting,
Dan