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Change is not “in the air”; it has hit the ground running, or should I say running rampant. If it hasn’t affected you or your business in some way, you are in the vast minority.

It hasn’t been this way, this bad or this low for 50 years. Companies are crumbling, and rules are being abandoned. The government is in scramble mode as never before.

But that’s THEM.

What about YOU and YOURS?

What’s happening to you? Change in business volume? Cash flow? Credit restrictions? Job status? Employment status? Work environment? Work requirements? Customers hurting? YIKES!

OK, enough of that. Below is part of why you’re having trouble adapting to the changing economic climate, followed by what you can do about it.

Here are the reasons you resist change:

1. Your inability to face the reality of what is actually happening to YOU. The news is always about someone else’s drama. That’s why you watch it. This drama is yours.

2. Your natural defensive posture. “It’s not my fault! Someone else did it.”

3. Your natural resistance to what’s new. “It always worked before, and I liked it that way.”

4. Your procrastination and inability to face reality. “I see it coming, but it may just go away; I’ll change later.”

5. Your previous comfort and present comfort. “I have a lifestyle, and I don’t want it interrupted!”

6. Your unwillingness to abide by the new rules and the new standards. Resistance to self-improvement. Resistance to being measured by results. Resistance to being measured against others. This is especially true if you’re a longtime employee.

6.5. You think: “It can’t happen here.” Uh, Sparky, it already has. And it’s not going away any time soon. Do something!

Is there a resolve? Is there a solution? Are there answers? YES – you provide them. YES – you make them happen.

First, start with YOUR resolve:

• Create more self-time and less TV time. The news is not great – especially people giving their opinion about what is happening – so watch less of it. Now is the time for action, not opinion.

• Study attitude for 15 minutes EVERY morning. Give yourself time to read, think and plan.

• Relax mentally. Breathe.

• Get up earlier, stay up later. Now is not the time for “balance.” Now is the time for “money.”

• Do your BEST every day at work. You never have to prove your worth if you’re doing your best.

• Avoid attending a pity party. There are plenty of them.

• Don’t participate in the rumor mill; wait for the facts to emerge.

• Don’t participate in the grumbling. Just get to work and sell something.

• Make a projected cash flow. Cut now so you don’t run out of money in the near future.

• Sell more. No company ever cut its way to success. Cutting is fine, but you have to sell to have cash.

• Guard your customers. Your competition is gunning for them.

• Serve your customers better than ever. Earn their loyalty with value.

• Help your customers with their issues. Their situation is what’s causing your falling sales numbers.

• Give something of value to your customers. They will thank you and respect you.

• Select your top customers and invest in them. They will thank you and reward you with their loyalty.

It’s raining lemons. Set up a lemonade stand.

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