TIMES ARE SLOW AND SALES ARE LOW - IF YOU THINK SO

Greetings!

Gas prices are high. Stock prices are lower than they were a year ago. Layoffs are happening all over... there's no doubt that there are some negative things happening out there.

However, that doesn't mean people aren't buying. They are.

The problem with an economic downturn is that some sales reps use that as an easy excuse. Maybe even taking it to an extreme, and actually behaving like they are in a "personal recession."

As Napoleon Hill states in his book, "Think and Grow Rich," if you repeat something to yourself over and over--even if it's a lie--you'll eventually begin believing it.

The 17th century French philosopher Descartes said that "I think, therefore I am," to explain his human existence. If he were alive today perhaps he would alter that slightly to explain how people use excuses for lack of sales: "People think their sales should be slow, therefore they are."

So, what can we do? Well, the good news is, unlike other professions where people can only react and ride wherever the economic waves take them, you control your own destiny in sales, both in good times and bad. It's said that you can't control the winds, but you can adjust the sails (or sales in our case). Here are some ideas: 

1. Vaccinate yourself from the messages of the naysayers. Be sure you don't personally buy into the reactive "times are tough" mentality. Maintain a positive outlook on your job. Times certainly are tough for some people because of their circumstances. I'm sure for many others, times are tough because they think so. 

2. Look for opportunities. Existence does not stop during slowdowns. Commerce doesn't grind to a screeching halt. First, search back to what your company or other people in your industry had done in past downturns. Learn from history. Be resourceful. Any new market areas you can get into that might actually pick up during slow times? This could be a great time to prospect inactive accounts to get them going again. Are there any future commitments for orders you can get now, saving you time in the future?

3. Work harder. How's that for being profound? It's not the easiest alternative, but the people who will do the best are those who are willing to do things others won't. Make more calls. Become better at the calls you now make. Think of reasons why your customers should continue to do business with you. If you're prospecting, and they say business is slow, they certainly should agree that every purchase they make should be the best value for the money, and that now is a good time to evaluate their opportunities. Brainstorm for reasons why people should buy from you.

QUOTE OF THE WEEK

"The thing we call 'failure' is not falling down, but staying down." 
Mary Pickford

Go and have your best week ever!

Art

CONTACT INFORMATION and REPRINT PERMISSION
Contact: Art Sobczak
President, Business By Phone Inc.
Editor and Publisher, TELEPHONE SELLING REPORT newsletter
13254 Stevens St.
Omaha, NE 68137
(402)895-9399
Fax (402)896-3353
Or, e-mail to arts@businessbyphone.com