Everywhere we turn these days – whether its the media, our co-workers, financial specialists – there is a continual stream of bad news. Horrible economic forecasts, rising costs, unemployment, sales slumps.

EXCUSES! EXCUSES! EXCUSES!

Some people just love to make excuse after excuse when times are tough. Some days are just harder than others – just as the difficulties of raising kids is more difficult at different stages in their lives. We just need to continue to adapt and grow and find new ways to forge through each “stage”.

Selling is selling. Granted, nowadays it harder. We all get that. NO ONE WILL BE ABLE TO JUST SIT BACK AND WAIT FOR A SALE TO HAPPEN. Sales should never be about that. Rather, being a salesman should only be for those who enjoy the process and know that it takes old-fashioned hard work.

In times of economic hardship, a “filtering out” of the so-so salesmen will occur, making room for the others who really strive to put the time in day after day – not making excuses – and do the job they were hired to do.

As sales leaders, we are NOT BUILT TO WAIT FOR THINGS TO COME TO US. Rather, we hunt – and hunt with a vengeance. Not in a negative way, but rather, we hunt with passion, and determination, and the desire to prove to our clients that we deserve their business.

I, personally, am someone who thrives in the current environment. THE WEAK DO NOT BELONG IN SALES.

When salesmen say that “customers just aren’t easy to find” and “it’s impossible to get a sale in this economy”, I fight back and say to myself that it is these times, and this applies to any business, that we begin to separate the strong from the weak.

I just recently did a major renovation to my property. After interviewing various contractors, I would eventually hire the ones who did not come to me all “gangbusters” – who’s ego’s I could feel before they even began talking to me. Rather, I respected the ones who asked many questions, and allowed me to let them know my needs. In other words, I felt as if “I” mattered. Look – in sales, of course it’s all about making money. We all need to make a living. However, this is never something that you want your customer to see or feel during the project. As I stress over and over in my book, relationship selling is the key. Never “over-sell” them. LISTEN LISTEN LISTEN. And then you tell them how you can get them to their goal.

Bad economy of not, we all still need to buy things and services. And we always will. People are just being more cautious about how and where they spend it. Which is why only the strong and competent and deserving salesmen will prosper. People and customers are looking at things with a keener eye. So as sales leaders, we need to sharpen our pencils daily, keep a line of effective communication with our customers, and continue to nurture the business relationship.

Only the strong will survive – as it should be. It sounds harsh, but if you can’t stand the heat, get out of the kitchen.

And those who do survive? STAND PROUD!

Continue to sharpen your skills, ALWAYS LISTEN TO THE NEEDS OF YOUR CUSTOMERS, continue to focus on your strengths and work on areas that you need to improve.

THE SALES ARE STILL OUT THERE….NOW GO GET THEM !!

Author Bio: As a 30-year industry veteran, Marco Giunta has always had a futurist look at IT, and worked with many of the leading companies in the Outsourcing industry, in the likes of Tata, Accenture, Collective Technologies, Storage Networks, Cordiant Communications, Decision One and IBM. Author of newly published book “Rethinking Sales”. http://www.rethinkingsales.com

Category: Business
Keywords: sales, sales strategy,client relationships,succeed,clients,increase sales,selling,sales techniques