Call it a recession or a declining market. Make excuses if you must. Regardless, what the economy is currently presenting to us is actually an unprecedented sales opportunity; that is if you are not allowing the nay-sayers to ruin it for you. To coin a phrase from the influence of my mentor, Jim Rohn, it may not be a season of stellar economic expansion, but there are still many "pots of gold" and plenty of rainbows if you look in the right places!
Perhaps you have noticed that my writing frequency has diminished somewhat over the last six to eight weeks. It's not that I have had little to say; on the contrary, I have much to say, yet have been busier than at any point in recent memory! Busier? That is correct. I have sought opportunity in the face of adversity and have found it. You can find it too. Forgive me for writing less... but I have been selling more!
In my recent article, Are Your Sales Growing Despite The Times, I cited several observations and made specific recommendations for finding sales prosperity. In following that advice, I have narrowed my selling focus, concentrating on offering my expertise and certain profitable products to a finite group of customers in specific industries that continue to provide sales opportunities.
Many companies, despite reigning-in expenses and operating in cost-cutting mode with fewer people, still need goods and services to operate. Many companies are open to cost-saving ideas and technical innovations that will contribute to lower-cost operations and improved safety. They are still buying. Are you there to sell to them?
The following are a few of the market areas where I have personally witnessed an expansion of sales opportunities despite the times. Perhaps you can prosper from them as well:
- Hospital Services
- Industrial Plant and Processing Safety
- Food Service and Manufacturing Operations
- Plastic Injection Molding and Extrusion
- Synthetic Fuels
- University Labs and Facilities
- Green Power and Ecology
- Nuclear Research and Power Plants
- Military Installations and Applications
- Biotechnical / Biological R&D
- Advanced Composite Materials
What goes through your head as you plan each sales call? What are you saying to yourself just prior to the call? How do your beliefs impact your presentation? Is your attitude expectant? Friend, if you do not believe that there is a successful sale approaching, you should not be wasting neither your time or that of your prospect. Why in the world would you even be there... perhaps hoping to stumble upon a sale by accident? Successful selling demands a success mindset, one that includes both optimism and vision. If you offer true value, you will find sales opportunity.
Nowhere have I said that it was going to be easy or a quick fix. Challenging the current economic storm is a daunting task, one worthy of your concerted efforts and persistence. It has been said "that which does not kill you will only serve to make you stronger." You can and will prevail, if you believe you will. Set your goals and action-plan accordingly. Today's economic gloom will pass, leaving in its wake an exciting expansion. The question is; will you be positioned to prosper or will you still be wallowing in a "woe is me" attitude?
You alone will determine your success by the decisions you make today. So lift up that chin and get moving, you have work to do.