Are You Waiting For Business Conditions To Improve

At a breakfast roundtable this morning I heard all kinds of
excuses about performance. They were all laughable. Maybe
not to those who believe this kind of crap, but they certainly
were to me.

Now I heard any number of things, pure pessimism, stock
market theories, fierce competition, prospects saying no,
and then the one tht really got to me, waiting for busines
conditions to pick up.

That one really threw me for a loop.

Successful salespeople sell in all kinds of conditions. One
of my friends was in the middle of a sales presentation to
a Thai family when the power went out. He went to his truck,
pulled out two powerful flashlights, and brought them inside.
The flashlights helped the family find candles, and he finished
his presentation, and did all the paperwork by flashlight, and
candlelight. That was a $38,000.00 deal.

Almost everybody else I know would have packed it in when
the power went out. This same salesperson once drove over
two hours to see a prospect, a farmer. When he arrived, the
farmer was on the roof of his barn, and refused to come down,
saying he changed his mind. My friend calmly removed the
ladder from the side of the barn, and told the farmer he could
stay on the roof as long as he liked.

Then he walked back to his truck with the ladder.

Suddenly, the farmer had another change of heart. Two hours
later they wrapped up a $30,000.00 deal.

Sales ain't bean bag.

Just like the Marines, you adapt and improvise, depending
on the conditions you find. I often surprised prospects by
showing up in the middle of a storm. Believe me, it isn't hard
to close those deals.

Business conditions will never be ideal. The market will never
do just exactly what analysts think. What benefit can you
possibly get by waiting?

I can guarantee you one thing you'll get by waiting.

No sales.

No revenue.

No paycheck.

That certainly is not a pretty picture.

What all these excuses boil down to is fear. And any salesman
with fear in his heart is not going to be successful.

Good salespeople need to get positive, and stay positive. If you f
ollow that simple rule, you'll weatherproof yourself.

From the big saddle,

Jim Whelan
The Chairman of the Board

P.S. Are you running your ad in the right place?
Let us help you find where the "real buyers" are.
Contact us at: thejamesrwhelanagency.com, or call 206 407 3124.