The positive response to the comment, “The market has died” is to say “what again?” You see we are in an economy that by its very nature will go through cycles and what one day seems to be all good, onward and upward, can the next be in decline. The informed professional salesperson understands these dynamics and has allowed for them in their plans so they are expected. Their prospecting and systems are in place and this approach will provide for them the confidence to be prepared for the events that will always be happening outside their control. In saying, what again, is to understand the events have happened in the past and nothing is new, there is no point for waiting for things to get back to normal, there is no normal?

You have to expect that the economy and the world in which we live is always changing and it is how you handle this environment will be the measure of your success. There is no point in having the attitude that things will get back to normal and that you will return to your “comfort zone” for the rest of your working life in sales. If you are waiting for things to get back to normal your wait will be in vain, you can’t live in a bubble insulated from world events. If in your market and the economy in general you have not kept up to date with what is happening you will not be in position to understand the causes and effects of why things are the way they are, knowledge is everything.

Just think for a moment about your competitors and how are they taking the changing market, are they responding or reacting. Based on the eighty twenty rule you could expect that eighty percent of them are in survival mode and have taken their eyes of the ball. In this type of economic environment opportunities will arise, the positive salesperson with an attitude that problems are normal will present themselves as the sales professional and win the business. They know that negativity is contagious and make the conscious decision to separate themselves from the pity parties and all those that seem to enjoy the spreading of bad or negative news.

The survival of any sales team or endeavour will only be successful if it can achieve this goal of separation and take away all the, sky falling in, negative opinions and views that seem to get more attention than they deserve.

 In researching my book I learned that the Chinese character for change is the same as opportunity. Therefore Change = Opportunity should be in your mind at all times.

The strength of your career in selling will come from your planned investment of time and money in developing your attitude, knowledge, programs, systems and methods to protect you from any adverse events that will and are going to happen, problems are normal. Be prepared for change it has a habit of happening without warning.

It is through adapting and coping with change that we evolve, grow and achieve the feeling of accomplishment.

The sky is NOT falling in!

For more on Attitude follow the link to read the extract on chapter four in my book “4 Qualities of the Successful Sales Professional”.

 http://sales-selling.com/the-book/book-extracts

For a profession that thrives on entrepreneurial initiative and the individual’s skills and ability to sell, this, and any other award in any field of selling, only further demonstrates the failure of those responsible for drafting such documents to understand what is involved in the selling process.

Just by looking at the table of contents, part one deals with Dispute Resolution and part two covers Termination, (two negatives) far from a positive start!

To me and others in the selling profession opening with two negatives seems to indicate the bias of the award and the attitude of those involved in the drafting.

Although there is a requirement in all business to have agreements set in writing so all parties understand their roles, duties, responsibilities and what is expected, the nature of selling largely depends on the individual being able to achieve sales to the financial benefit of the salesperson and the business.

Any attempt to control the agreements between the parties to the extent that this award does only seems to me to be an attempt to bring salespeople down to a common denominator with all other people in the workforce.

Selling is a profession for the person who wants to get ahead based on their ability to sell and to have no upper limit on how much they can earn.

It is this aspect of the profession, and not just being paid an hourly rate, that makes being a salesperson an attractive way to make a living and have an enjoyable lifestyle.

On the positive side for those employing sales staff this award would be an ideal barometer to gauge the attitude of a future sales employee.

With well structured questions it could be determined if the applicant had the attitude needed to succeed or one that when performance was not satisfactory, rather than look to improve, they would be talking to the “Shop Steward” to protect their job.

The nature of the selling profession is one that it is a great leveller and only those with the correct attitude and an understanding of the need for continual self improvement and development will be a success.

It is fact of life we seem to be living in a Nanny state where the protection of the few in the workplace is inflicted on the majority with no thought that in the process some with the ability to be successful may never know their full potential.

The responsibility to avoid this happening will fall to those who employ salespeople to ensure no talent goes unrecognised.

Those involved in training and developing salespeople need to keep their standards high to avoid just suppling workers, because those involved in selling are vital to the growth of  business and the economy overall.

In business nothing happens until someone sells something!

All the technology and social networking media available currently should only be seen as a tool for your business and although vital for today’s sales activity it will not replace the personal selling required in presenting your proposal and closing the sale.

It is vital the professional sales person be up to date and learn how technology can assist and be of benefit to the sales effort.

Control of any sales opportunity comes from the quality of your presentation and the first impression made.

Understanding this important fact in the selling process emphasises the need for the sales person to develop their personal approach to the process and to undertake a continual review of how they feel they are viewed by their clients and customers.

In “4 Qualities of the Sales Professional” you will be able to conduct a self audit on this important area of your business and learn how to take the steps to address what needs to be done.