There isn't a salesperson alive who hasn't experienced a slump. If you find yourself coasting downhill, here are four steps to follow to pick yourself back up:

•     Call on your satisfied customers.

Look for additional ways to satisfy their needs or new needs you can meet. Learn about their new problems and challenges, and come back to them with fresh solutions.

•     Concentrate on bread-and-butter customers.

Different customers have different close rates, with some like walk-ins closing between 10-20%. Sometimes, you get so caught up with landing the big one that you forget the basics of repeat and referral business that can bring in money now.

•     Stay on top of business and world news, and how these events might affect customers.

Look for sources that will give you new ideas on how to fine-tune your activities and target your customers more efficiently. Read materials that will help you speak to your customers in their language. Learn more about how other people grew their businesses.

•     Be selective about the company you keep.

If everyone around you is in a slump as well, you'll drag each other down. Surround yourself with people who are excited about what they do and ride on their momentum until you can build your own.

Scott Bergeron

Director of Operations - Daily Gameplan Inc.