The moon is falling; the sun doesn’t rise; the sheep in pasture are lost … where’s the good news, where’s the leadership?
Hello? Is anybody there?
The most common objection a sales person faces right now is not that his product is average, or the prospect has never heard of his company before, or even budgetary concerns — the most common objection is that it’s the economy.
That means that it’s more important than ever to be an optimist, to stay positive, to look toward the very near future with hope.
You can feel the defeatism that’s out there now. The prospect’s energy is sapped. They’re hesitant, shy. There’s no spark. Don’t tell your prospects this, but they are sheep and they need to be led. You’re the shepherd.
The mood of the country is down and that’s expected. But what’s not expected, what should be avoided at all costs is you, the salesperson, feeding into this negative machine.
The prospect is watching the stock market more than he’s checking his e-mail. He’s unfocused. What’s expected of you now is to turn his attention away from the media, away from the negatives, and focus his attention on the job at hand. Business. Business. Business. That’s why we all get up in the morning and go to the work. The last time I checked business is still business. Nothing’s changed. We need to buy, we need to sell, we need to be productive. Yes, it’s tough out there but Business is not badminton; it’s racquetball.
You need to challenge the prospect in a wise, positive upbeat manner. You need to remind your prospects that everything is cyclical and that strong companies — companies like theirs — find a way to get the job done. Remind the prospect that he or she is that person that make it happen, and in times like these we all have to work harder, be more innovative.
I see a full moon. Here comes the sun. The sheep have come together and they’re following you.
Now show them the way.