In NASCAR, the command, “Drivers, start your engines!” elicitsexcitement for the fans and produces an adrenaline rush for thedrivers. It conveys the thought that it's time to aggressivelybegin the task at hand.

What motivates you to start producing? Whatever that motivationis, is it ongoing and consistent? Even the most successfulproducers, every now and then, whether caused by external orinternal reasons, obvious or hidden, don't feel like starting theirengines or don't have the ambition to take the salesmark. 

Continued inability to sell could lead to a decrease inproduction performance occurring over time, aka a “salesslump.” 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 itconsumes the producer's every thought. Successes of the past arelong forgotten. 

One bad result turns into two and three. Soon, depression occursand doubt of one's sales ability takes over. Negativity fuels allof those emotions to the point that it consumes the producer'severy 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 doingexceptionally well may find prospects taking the summer months offfrom making insurance buying decisions. Sales during that timebecome harder to close. Frustrations could develop, causing thebeginning of a sales slump. One truth with sales slumps is thatthey are self-perpetuating. The lack of success often erodesconfidence and the expectation of positive results, making it moredifficult to sell.

Here are some tips and tricks to help you eliminate a salesslump:

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Remain confident

If you continue to work diligently, recognize that sales slumpswill end. Be confident, and stay focused on the sales duties athand, not letting the slump distract you. Use the power of positivethought as your foundation of confidence. Don't panic.

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Keep swinging

Joe DiMaggio said that to get out of a slump, you need to keepswinging. Insurance-wise, that means to continue getting in frontof potential customers. Keep calling, prospecting, soliciting,presenting and proposing. Often during a slump, energy decreasesand activity diminishes, which only prolongs the possibility of nosuccess. Just continue your excellent practices of the past andsuccess will return.

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Work smarter and harder

There is no better way to improve your results than to put inmore effort. If you're calling 10 businesses per week, increasethat to 15. Identify one or two things that you feel you can domore efficiently in your sales process. For the perfect sales year,you need impeccable sales components that you market flawlessly.

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Know when to move on

We all seek out relationships with prospects who, for multiplereasons, will never buy from us. That's not working smart. Theseaccounts take up too much of your time and contaminate your abilityto service your better accounts. If you are satisfied that you'vegiven all you can to close the deal and nothing is happening, moveon. Choosing to work with nonbuying prospects will give length toyour sales slump. Find prospects that are truly interested in whatyou can do for them.

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Reorganize and reenergize

Step back and look at what you do. Without recognizing it, yourwork environment might have changed or become chaotic. Possiblyyour work routine is not what it once was. Do you put in the samehours, but find yourself doing more maintenance instead of salesactivity? Perhaps your sales pace has slowed. Take the time toevaluate. Is there a better way to operate? Look to whom and howyou are prospecting. How have you been successful in reaching newprospects? Is there a better way? Reenergize your salesopportunities by filling your pipeline with quality prospects.

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Keep prospecting to add to your future bank

Your sales engine needs oil, and the best way to do that is toprospect. Avoid focusing on current customers and instead prospect,which few sales professionals like to do. Liking it and doing itare two different things. The more successful producers see theneed to prospect and simply do it. Don't neglect your existingcustomers. Service to them is a key retention component. You canavoid the peaks and valleys caused by mini-slumps if you're on theconstant prowl for prospects and opportunities.

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Enhance your memory

If you've been successful in the insurance business, don'tforget what made you so. Repeat those actions, such as offeringbetter coverage, better pricing, and, most importantly, betterservice. Remember why clients liked you and reapply thosequalities.

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Don't push too hard

When you push your body too hard, you can strain yourself. Thesame is true with selling too intensely as that approach will putstrain on the buying process. An aggressive, anxious approach willbecome obvious to the buyer, turning even the best proposalnegative. Don't oversell out of the need for slump termination.Sell out of expertise, knowledge and confidence, rather than out ofdesperation.

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Eliminate or reduce the pressure gauge

One constant that accompanies a sales slump is the pressure toperform, which dramatically increases. One way to mitigate thepressure of your sales goals and objectives is to reset them,temporarily. Meet with those supervising you, but more importantly,meet with yourself to recalculate short-term goals and targets.Goals to modify are the number of calls needed to get anappointment, the number of appointments to be able to quote, andthe number of proposals needed to obtain a sale. When successreturns, readjust your goals upward to be more aggressive. All youhave done with this exercise is turn down the heat on your pressurecooker, until you're once again producing as you know you can.

We all go through sales slumps, some deeper than others, butthey exist for us all. Repeat the command, “Producer, Start YourEngine,” and enjoy the victories of your sales checkered flag.

James Dougherty, CIC, works at the Allwood Forlenza Agencyin Clifton, N.J. For sales training and education through theDynamics of Selling program, go to: www.thenationalalliance.com.