.floatimg-left-hort { float:left; } .floatimg-left-caption-hort { float:left; margin-bottom:10px; width:300px; margin-right:10px; clear:left;} .floatimg-left-vert { float:left; margin-top:10px; margin-right:15px; width:200px;} .floatimg-left-caption-vert { float:left; margin-right:10px; margin-bottom:10px; font-size: 12px; width:200px;} .floatimg-right-hort { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 300px;} .floatimg-right-caption-hort { float:left; margin-right:10px; margin-bottom:10px; width: 300px; font-size: 12px; } .floatimg-right-vert { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 200px;} .floatimg-right-caption-vert { float:left; margin-right:10px; margin-bottom:10px; width: 200px; font-size: 12px; } .floatimgright-sidebar { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 200px; border-top-style: double; border-top-color: black; border-bottom-style: double; border-bottom-color: black;} .floatimgright-sidebar p { line-height: 115%; text-indent: 10px; } .floatimgright-sidebar h4 { font-variant:small-caps; } .pullquote { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 150px; background: url(http://www.dmbusinessdaily.com/DAILY/editorial/extras/closequote.gif) no-repeat bottom right !important ; line-height: 150%; font-size: 125%; border-top: 1px solid; border-bottom: 1px solid;} .floatvidleft { float:left; margin-bottom:10px; width:325px; margin-right:10px; clear:left;} .floatvidright { float:right; margin-bottom:10px; width:325px; margin-right:10px; clear:left;}
On any day of the week, you get in your car in the morning and you’re ready to go make your first sales call.

In the back of your mind, you want to be successful today. You know you’re a professional, you know your product line, you know your company. You even know your customers. But the reality is that business is down.

You may be a little concerned about it. And you have to face the customers and listen to what their situation is while still maintaining your sales attitude. Let me give you a few ideas about what you can think, say and do in order to create better feelings, better relationships and better sales outcomes during these tough times.

There are 3.5 critical elements in creating the best scenario for you and your customers, but the BIG PICTURE is, your business is down because THEIR business is down.

The first element is the way you feel about yourself. You can never walk into a sales call thinking that things aren’t going to go your way – because when you do, they don’t. Rather you walk in thinking: What can I do to make the situation better? What can I do to help my customer? Whom else do I know who may be able to provide help to my customer? What ideas can I bring to the table that my customer will find valuable?

Ask yourself: How strong is my attitude? When the customer tells me what’s wrong, can I convert it to what might be right? As a salesperson, this thinking gives you an opportunity to be in the right frame of mind to interact with the customer. It may mean that you have to prepare more the night before your sales call. It may mean you have to study the market more. It may mean you have to work an extra hour or two helping others build their business so that you can maintain yours. But in tough times, these are the things that build character, build attitude and create a career path of success for you – both as a salesperson and as a person.

The second element is your language. I recommend that you become fluent in the language of YES! While others around you are whining, lamenting, complaining and worrying, be strong in your thoughts and in your words. You have to look at what CAN be done.

You have to look at a better way to say things. You have to ask your customer questions to find out what good has happened, not just what bad has happened. If you think of yourself and position yourself as the “go-to YES! guy,” when people have a problem or an idea, or need help, they will immediately call you.

The third element is your actions. It’s the actions you take on behalf of your company, the actions you take on behalf of yourself, and especially the actions you take on behalf of your customers. Helping your customers find customers. Helping your customers find resources in the community. Even helping them by occasionally spending a day at their business, helping them sell or serve.

Anything positive that you can do and anything YES! that you can add to your customers’ situation will prove your value to them, not just in these times, but for all times.

Element 3.5 is your sincerity. The words you speak and the actions you take have a silent voice. It’s the way your words sound and the way others perceive your deeds. Your sincerity is evident either by presence or absence, and you hold the key. Your belief system and your desire to be of service will make your words transferable and your deeds recognized as sincere help.

These elements are not just actions to take in tough times, but for all times.

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com. © 2008 Jeffrey H. Gitomer