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In case you hadn’t noticed, the economy is still hurting. And the universal cry of salespeople not making enough sales is, “IT’S THE ECONOMY!”

In a slump? Not making enough (or any) sales? Feel like you can’t get out of the rut? Is it the economy, or is it YOU?

Don’t panic.

Don’t press too hard.

Don’t get down on yourself.

Don’t get mad.

And above all – don’t quit.

Here are the prime causes of sales slumps:

Poor belief system. You don’t believe that your company or product is the best. You don’t think that you’re the best.

Poor work habits. Getting to work late, or barely “on time.” Not spending your time with people who can say “yes.”

Misperceptions that lead to sour grapes. You think your prices are too high, or your territory is bad.

Outside pressure. Caused by money problems, family problems or personal problems.

Poor personal habits. Too much drink, too much food or too much after-hours play.

Boss giving crap instead of support. Someone who says, “You better do it,” instead of, “I know you can do it.”

Events that go against you. Someone else gets promoted, and you know it should have been you.

Customer cancels a big order. Weakening your personal belief or causing severe money problems.

Competition cuts price and steals the order. This is the new reality of business.

Getting depressed. From any of the above.

What causes a slump? You do. Therefore, you are the best (only) person to fix it.

Here’s a prescription to help cure sick sales:

• Study fundamentals. Usually what’s wrong is not complicated. In fact, you probably know what’s wrong. List two or three areas that need immediate care. Have the guts to take action.

• List five things you could be doing to work smarter AND harder.

• Change your presentation. Try a different approach. Take the customer’s perspective.

• Talk to your five best customers. Ask for evaluations.

• Visit your mentor. Have a new plan to discuss.

• Get to work an hour before everyone else. Put in more productive time.

• Stay away from pity parties. Don’t make a slump worse by hanging around underachievers.

• Hang around positive, successful people.

• Have some fun. Go to a comedy club. Do a little extra of what you like to do best (unless too much fun is the cause of your slump).

• Spend 30 minutes a day (in the morning is best) reading about positive attitude. Then listen to attitude CDs and sales CDs in the car ALL DAY.

• Listen to your favorite song just before a presentation.

• Take a day off. Chill out, take stock, make a plan, regroup, re-energize and return with renewed determination and better energy.

• Rearrange your office. Shake things up; make them look new.

• Record your presentations live. Listen in the car immediately afterward. Act to correct.

• Videotape your presentation. Watch it with others who can give you constructive feedback.

• Take the best salesperson you know out on calls with you for a day. Get a written evaluation after each call.

• Become more valuable to your customers. Send a weekly value message by e-mail to everyone. Tweet a value message or inspirational message daily.

The best way to get out of a slump is to keep it in perspective. Believe in the most important person in the world: You!

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com. © 2010 Jeffrey H. Gitomer