Wednesday, January 27, 2010

Selling When the Economy is Down

When things are going well, you can sell. If we have a good economy and everyone is buying everything, well it doesn't take a lot of skill to be a sales representative.

But let's take a look at a different scenario. One in which the economy is in a serious downturn. Consumers aren't buying. As a result, Corporations aren't buying. Jobs are going away. And the chances are that there are a lot of really good salesfolks out there who aren't selling.

The sad truth is that these circumstances a lot of them give up. No one's buying, so what's the use? The economy becomes the scapegoat for all their failures. But the truth is it doesn't have to be that way, and you know it and I know it.

Motivate yourself, ignore the news and just go out and sell.

When times are bad, it's easy to get down on yourself. It's easy to say the economy stinks, so there's no point even to go out to make sales calls.

Your sales mentality can't start with where the economy is. If you do that, too often you'll be beaten before you start. The economy is sometimes up, sometimes down.  But in both parts of the cycle, salespeople have to sell.

Do you remember your first day on your job? Your enthusiasm was probably contagious. I'm guessing you saw nothing but new opportunities and big commissions in your future. You have to recall those emotions.

You need to spend some time at least once every six months evaluating where you're going and what your goals are. Are you headed in the right direction?  Making the right cold calls?

I wanted to stress that no matter what the media tells you, it's not necessary to become a victim of an economic downturn. Instead, you can become a sales star.


  1. "Your sales mentality can't start with where the economy is." I really like this line. I've been in the outsource telemarketing industry for a while now and nothing beats a good motivation. When customers feel the seller's enthusiasm, it is very helpful. Plus, the fact that the industry is still going strong despite this time of economic downturn says a lot.

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