Did you ever know this secret- When things are going well, your kindergartner can sell.
Okay, I exaggerate, but you get my point: when the economy is going gangbusters and everyone is buying everything in sight, well, it‘doesn’t take a lot of finesse to be a sales person.
But let’s take a look at a different scenario. One in which the economy is in a serious downturn. Consumers aren’t buying. As a result, corporations aren’t buying. Jobs are going away. And the chances are that there are a lot of really good sales folks out there who aren’t selling.
Do you afraid of that market slow down??
The sad truth is that in these circumstances a lot of them give up and give in. No one’s buying, so what’s the use? The economy becomes the scapegoat for all their failures. But the truth is, it doesn’t have to be that way, and you know it and I know it.
How do I know you know?
Because you’ve opened up this blog and gotten to the fourth paragraph. So you at least suspect that here is a better path-even if you don’t know where it’s located.
Let me be your Guide or GPS.
In many of my courses I talk about the fact that there are essentially two types of salespeople: hunters and gatherers, genuine salespeople and order takers.
I’m going to assume that you are a hunter, an aggressive, Im-gonna -get-this-contract sales representative.
How do I know this? Because you’ve preferred to read this article and have reached to the this paragraph. So I will address you accordingly. By that I mean honestly and on the assumption that you get it.
I’m going to make some suggestions that will likely be new to you. I’m going to offer some solutions that have probably been drilled into your head since you were in sales kindergarten. And I am going to motivate you to ignore the newspapers, ignore the nightly news, ignore your own stock portfolio, and just go out and sell.
The truth of the matter is that the last of these items is probably the most important. When times are bad, it’s easy to get down on yourself. It’s easy to say the economy stinks, so there’s no point even to go out to make sales calls.
That is, of course, silly. Your sales mentality can’t start with where the economy is. If you do that, too often you’ll be beaten before you start. The economy is cyclical. Sometimes it’s up; sometimes it’s down. But in both parts of the cycle, salespeople have to sell.
Jack Welch, the legendary head of GE during the company’s heyday, used to tell his managers he wanted them to come in each day as though it was the first day they joined GE. I think that’s a great idea.
Do you remember your first day on your job? Your enthusiasm was probably contagious. I’m guessing you saw nothing but new opportunities and big commissions in your future. You have to recall those emotions, because positive attitude generates positive attitude; a bad attitude generates negativity and creates a climate in which selling is virtually impossible. This is the most important thing I can recommend you to follow: “Your sales success is all about attitude.”
According to best seller sales author Schiffman, the truth of the matter, is that a crummy economy is in a strange way liberating, freeing you of restraints that curtailed your creativity.
Let us also talk a little about being more in control of your life. Richard Branson, the genius behind the Virgin brands, asks the tap executives of his companies (Virgin Airlines, Virgin Megastores, etc.) to spend one month every six months signing the checks. If they see where all this money is going, they are more likely to be able to control costs. ‘
Well, it’s the same thing with your life. You need to spend some time at least once every six months evaluating where you’re going and what your goals are. Are you headed in the right direction? Are you seeing the right people? Making the right cold calls?
Of course, I’m not going to tell you everything in this short blog. I just wanted to whet your appetite. And also I wanted to stress that no matter what the media tells you, it’s not necessary to become a victim of an economic downturn. Instead, you can become a sales star.
Lets start with the basics:
Did you know that the pollution in China crosses the Pacific Ocean and affects California? That, of course, is’a metaphor for how globalization also plays a role in shaping today’s economy-and economic crises. The fact is that today if someone sneezes in Beijing, someone in Milwaukee has to wipe his nose. We’re living in an age when economic change doesn’t stop at national borders. Much of the world economy depends on China, India, and other remote countries.
But if this sounds scary or at least, overwhelming, let me give you some positive news.
First of all, the economy tends to go in cycles. Everything thats happened today has occurred before. Some of the elements may have been different, but the idea of a down cycle is clearly not new.
When you re reading this we may be in the midst of great prosperity. Or the world, and your personal economy may still be on a slide. But the important thing to remember is that nothing is permanent. Everything changes.
‘To a lot of people it looks as though we no longer have control over our lives. That’s also frightening. It used to be that we had more control over our lives-or at least it seemed that way. If one company couldn’t supply your needs, well there was probably another one around that corner that could and would.
The good news is that there are ways to overcome the worst that a bad economy can throw at you. Some of the changes are attitudinal. Some require paying attention to details you may have overlooked.