Selling In Challenging Times

“Tough times never last; tough people do.”  Robert Schuller

When times are challenging, half the battle is in dealing with your own personal head trash and negative self-talk as well as listening to the gripes, complaints, tales of woe and negativity of your co-workers, competitors, the media and anybody else worse off or more mess up than you.  The other half is in your ability and willingness to take action and execute a persistent behavior in the field.

“Any fact facing us is not as important as our attitude toward it, for that determines our success or failure.”  Norman Vincent Peale

Many people and companies pull back, make cuts, get conservative and try not to fail or lose.  This is tantamount a sports team that gets an early lead in a game and tries to sit on it instead of executing the game plan that put them in the winning position.  More often than not this strategy is a recipe for disaster and usually results in a loss.  When you play not to lose, you will lose.

“All things are difficult before they are easy.”  Thomas Fuller

Challenging times should be when you get more aggressive and launch new initiatives and take more ground from competitors and weak or mediocre salespeople content to ride out the downturn.  If you push forward you can capture more mindshare and marketshare and thrive and ultimately emerge from the apparent abyss stronger than ever.

“Everything is possible for him who believes.”  Mark 9:23

In sales, we usually find that 25-30% of salespeople and companies fail, 60-70% survive and get by without failing, and only 5-10% prosper and succeed.  How do you see yourself?  In what percentile do really reside no matter where you see yourself?

“The pressure of adversity does not affect the mind of the brave man...it is more powerful than external circumstances.” Seneca

In challenging times, war is waged with your attitude and behavior.  Take out the head trash and get a check up from the neck up as Zig Ziglar says.  RSVP ‘No’ to pity party invitations from yourself and others.  Victory comes from your ability and willingness to rise above the fray and take action. 

Make it so!  Engage.

“Adversity doesn’t build character, it reveals character.”   Vince Lombardi

Published: May 27, 2008 7:00 AM by Drew Cameron

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