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Over The Slump

Is a sales slump ruining your business? Here's some advice to get you back on track.

This story appears in the October 1998 issue of

If you think you've run into hard times setting up your home office, wait until you hit your first sales slump. Nothing you do will seem to work. Steady customers will find reasons not to buy. Reliable accounts will say they're reevaluating their purchasing decisions. Cold calls . . . forget it.

Even more frustrating, the more you try, the worse things seem to get. Still, that doesn't mean you're helpless. There are any number of steps a person in a sales slump can take to get out of it--the first being to acknowledge its existence. Just as many people would rather ignore a pain than go to a doctor, salespeople in slumps like to pretend everything's OK. Admitting you're in a slump is hard on the ego and forces you to face the unpleasant fact that you're not doing very well.

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