The Chinese symbol for crisis is composed of two separate symbols that mean opportunity and danger. These two elements always exist simultaneously. They are inseparable.
We hear a lot about cutbacks, layoffs, slowdowns and recession. The popular press loves bad news. Why? Because bad news always sells better than good news. Those who get a steady diet of electronic or print news are bound to feel depressed. It is impossible to be fed this stuff without it influencing one’s attitude.
During the economic boom of the nineties, business was easy and few salespeople were really “put to the test.” Because the nineties were one of the most prosperous decades in our history most salespeople that have less than ten years experience have never experienced selling in a recession.
THE RULES HAVE CHANGED.
As things tighten up, those companies with stagnate and ineffective sales forces will quickly become frustrated with their inability to sell and compete effectively. And the salespeople, many of whom have never seen a tough market, will get more frustrated and less productive. A great many of them will leave the profession.
What’s the answer? Quit listening to the nay Sayers of this world. Turn off the TV. Quit reading garbage that affects your attitude. Go to work on developing an abundant mentality. Give thanks for what you do have. Redouble your efforts to improve your selling skills.
There are two ways to look at it. Is the glass have full or half empty? Those who see it as half full see a great opportunity to take market share from the lazy and unskilled sales people they compete against. These current conditions will really separate the true sales professionals from the pitchmen and product peddlers who are always abundant during the easy times. I for one will be glad to see it happen.