Nobody ever defended anything successfully.
There is only attack, attack, attack and attack some more.
–George Patton

If I can just remain ‘flat’ this year, I will be happy,” were the words recently spoken to me by a fellow salesperson. By this he meant he would deem it a successful year if he only equals 2008 sales. But there is a problem with that philosophy. If you plateau or consider “flat” sales a success, you are NOT remaining flat…because others are in attack mode and growing their business. And for them to grow their business, they either need to sell more to current customers or ATTACK yours. Now is business a little more difficult to find this year? Maybe, but who cares? Because the only think YOU have total control over is what YOU do. But one thing is sure. Expect flat sales and you will GET flat sales. Believe this will be your toughest year. and it WILL be your toughest year. But here’s the good news. 2009 can be the year that FORCED you to become the best professional you have ever been. And because you decided not to sit back but instead to attack, it will be this year that you will look back on as the one that FORCED you to become more knowledgeable, more innovative, a better communicator, a more effective negotiator, and flat out BETTER at what you do.

So this week, decide how many new clients you want to have on the books by the end of the first quarter. Then decide how many formal presentations it will take to capture that number. Next, decide how many cold prospecting calls you need to make to get those formal presentations. Then get to work! Attack and then attack some more. And when the battle of a slow economy is over, you will look back on this time as the period in your career when you became a true professional.

As president of PRECISE Selling, Brian Sullivan helps improve sales, customer service, negotiations, leadership, and presentation skills through seminars and Internet training programs. He also hosts “Entrepreneurial Moments,” a radio show on business and personal development. For more on his speaking, consulting or book, visit: www.PreciseSelling.com or email: bsullivan@preciseselling.com.

  • Share/Bookmark