Started Off Strong in Sales, Now Slowing Down

[JumpIn]

Hi,

I got licensed in Life and Health General Lines in Texas. I work for a captive agency where the leads are given to me, and I mostly cold call retirees associations.

I started off super strong the first two months. As my first job out of college, I was eager to jump in and put myself out there. I got as many sales as my coworkers, who had been working there for a while.

Now I am having trouble. Since the first two months, I have declined in my sales. Last week I only sold two life policies, and nothing else. I am starting to seriously doubt my sales ability. Could I have had beginners' luck? I don't think I am doing anything different, except being more comfortable with my script, but how is that a bad thing?

Does anyone have any advice or suggestions for me? I'm sorry if I posted this in the wrong place, I am still figuring this out.

 

[WinoBlues]

Hi,

I got licensed in Life and Health General Lines in Texas. I work for a captive agency where the leads are given to me, and I mostly cold call retirees associations.

I started off super strong the first two months. As my first job out of college, I was eager to jump in and put myself out there. I got as many sales as my coworkers, who had been working there for a while.

Now I am having trouble. Since the first two months, I have declined in my sales. Last week I only sold two life policies, and nothing else. I am starting to seriously doubt my sales ability. Could I have had beginners' luck? I don't think I am doing anything different, except being more comfortable with my script, but how is that a bad thing?

Does anyone have any advice or suggestions for me? I'm sorry if I posted this in the wrong place, I am still figuring this out.

It is a slump. I have always had them. They come and go. Mostly they are self inflicted pain. For me I sometimes need a small break. Other times I just need to go back to basics and do what worked for me in the past. Other times I just get bored and need to change it up.

The most important thing to know is that it is a normal cycle in sales. At least for me. Nothing cures it like a a couple of good sales.

No such thing as beginners luck. Maybe beginners enthusiastic activity.

Lee

 

[taterpeeler]

here are my thoughts and trust me I rarely give them as it relates to how to sell.... I enjoy laughing at some of the experts as it relates to selling..... also, your from texas so why am I doing this?

I don't think it was beginners luck.... you were "sticking to the script" I will bet now you have started cutting corners out of arrogance. Not arrogance, but arrogance that I know how to do this I will do it my way and you are off script..... you are probably doing this subconsciously and don't even know you are doing it.... get back on the script... don't cut corners... don't alter the presientation.

all indications of your post and my knowledge of sales(one call closing sales) tells me you have gotten TOO confrontable with the presentation

Your not lucky just off script

 

[hammerken]

"It is a slump. I have always had them. They come and go. Mostly they are self inflicted pain. For me I sometimes need a small break. Other times I just need to go back to basics and do what worked for me in the past. Other times I just get bored and need to change it up.

The most important thing to know is that it is a normal cycle in sales. At least for me. Nothing cures it like a a couple of good sales.

No such thing as beginners luck. Maybe beginners enthusiastic activity.

Lee"

I agree. It sounds like you have the necessary work ethic and the rare ability to seek out some help. Most agents in your shoes die on the vine because they get stuck in these ruts and their managers move on to the next guy who's hot. Take a look at your prospecting. Has it changed? In your shoes you may or may not be able to tweak it. Then look at your presentation. Is it stale? Has it loosened up? Make the necessary adjustments. Finally, are you following up? Sometimes you have people that you have spoken to who need another nudge or who simply are ready if you answer that one question that wasn't asked before.

 

[rousemark]

Tater has a good point. You might try tape recording your calls and presentations to see what you are actuality doing and find what needs to be improved.

The second thing I would ask is are you having as much activity as you had in the beginning or have you tapered off a little?

 

[Guest]

here are my thoughts and trust me I rarely give them as it relates to how to sell.... I enjoy laughing at some of the experts as it relates to selling..... also, your from texas so why am I doing this?

I don't think it was beginners luck.... you were "sticking to the script" I will bet now you have started cutting corners out of arrogance. Not arrogance, but arrogance that I know how to do this I will do it my way and you are off script..... you are probably doing this subconsciously and don't even know you are doing it.... get back on the script... don't cut corners... don't alter the presientation.

all indications of your post and my knowledge of sales(one call closing sales) tells me you have gotten TOO confrontable with the presentation

Your not lucky just off script

Nailed it.

Sales is cyclical. We all have times when business is falling out of the sky and times when we couldn't give insurance away for free.

Like tater said, many times its just a matter of going off script and doing things your way instead of the proven way.

Stick with it and don't get discouraged. Just keep on making your calls and contacts. Even if they aren't interested now it plants a seed in their mind, follow up in a month and you'll be pleased with the results.

Just remember... If this job were easy, everyone would do it.

 

[aleenajoe]

Mostly they are cocky inflicted pain. For me I sometimes charge a baby break. Other times I just charge to go aback to basics and do what formed for me in the past. Other times I just get apathetic and charge to change it up

 

[pcbinsurance]

You have insurance writer's cramp.

Break through this slump, gain some positive momentum, and you will regain that early mojo. It's 90% half mental.

Good luck.

 

[Sales71]

Go back to your boss and ask him/her for there help or input and see what they say..Some times you get lay down..people just want to buy it and sometimes its hard to sell.

 

[LOM58]

It may be due to a phenomena I observed when I first got into sales. The new recruits would sell like gangbusters at first but then slow down or go dry after that initial wave of success. They hadn't been tainted by constant rejection and they expected to make the sale and approached each prospect with that attitude. As time when on, and the rejections started to accumulate and have their effect, their attitudes changed and instead of expecting to make the sale on each dial, they approached each prospect with an expectation that they probably would not make the sale, or worse, with a defeatist attitude.

Only you know if that might be part of the problem with your sales slump, but it is something to consider.