Salespeople Forged by Fire

Hot fire and pressure forges hard metals in preparation for a tool's function, providing the durability and long life expected. There would be little endurance if not for the conditioning provided by the fire. The heat and pressure forever alter the composition of the metal, enabling it to be far more useful that it would be otherwise. The same is true for people. Be thankful for the tough times. The old adage says "that which does not kill me only serves to make me stronger."  

Sales Manager Mark Maloney states "As everyone knows today's economy presents all of us with significant challenges. Faced with present prospects many companies are cutting back on investments and staff, waiting for the current business cycle to shift in the other direction. As a case in point we have learned that our major competitor has recently decided to make across-the-board personnel reductions, and is likely curtailing sales related expenditures such as promotions and travel to distributors and sales territories.

Conversely we believe that difficult business cycles represent excellent opportunities to lay the groundwork and actively prepare for the better times that lie ahead. Since our philosophy on how we approach such business conditions differs from that of our competitor, we believe it likely that they have made themselves even more vulnerable and that now is an ideal time for us to position ourselves for growth in markets previously controlled by the competition. We are asking that all of our distributors take proactive measures."

There is always opportunity available to us, even in the worst of times. Sales success can often be found in a singular, simple distinction: Is your glass half empty of half full? Today, one Realtor might say that she can barely make a living because of hard economic times while another might be overjoyed because he is in the midst of a buying frenzy and having his best year ever! How's your business? Have you found your opportunity or are you stuck in the well-publicized rut?

Matthew 7:7 states "Seek and ye shall find: knock and it shall be opened to you." Aside from intended spiritual implications, this familiar passage holds extraordinary value for salespeople and business-persons looking for alternate opportunities. Sales success requires ongoing, positive activity.

I remember visiting a metal-working company during a prior recession. Their primary business was manufacturing brass automotive components. Their sales had declined and the economy was forcing the owners to make unusual and difficult decisions. Instead of laying off skilled and loyal employees, they diligently searched for a new market and successfully found an opportunity to provide a new customer with brass handles for fireplace pokers. This new customer "carried" their company until the economy began to improve and their automotive business resumed. They adapted.

Turn off the news, stop whining and get busy. Follow Mark's advice and become proactive. There is plenty of opportunity available, but only if you are earnestly searching for it with eyes and ears wide open! That means constantly expanding your comfort zone through action and education. Persist, move forward and eventually win.

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...........................
Daniel Sitter
Author

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Comments

[Vaibhav Domkundwar - ReadyContacts.com]

Great post. We believe that a lead data will play a very important role in helping sales teams deliver in this environment. If sales teams are handed over accurate role-based decision makers for their offerings along with any relevant sales intelligence, their job will get less cumbersome and they can laser focus their energies on pitching and identifying opportunities.

[Day Trader]

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