The Economy Still Sucks, But You Don't Have Too

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The Economy Still Sucks, But You Don’t Have To

May 11th, 2010 Jeb Blount Leave a comment Go to comments

by Jeb Blount, Author of People Buy You – The Real Secret to What Matters Most in Business

If you’ve been watching the news, surfing online or reading the paper, you have no doubt heard the various pundits going back and forth on the economy. Some claim we are in recovery and the recession is over, whereas others say we are still stuck in the recession and there is more trouble ahead. Who is right and who is wrong and does it really matter?

Is the Recession Over?

Despite the pundits, most surveys indicate that most of us feel like we are still in a recession. Though there may be signs of recovery and hope, the reality–at least at the street level–is that we are still slogging through a stalled economy and everything is just creeping along. Of course there are some signs of hope in the economy, just as there are indications that we are in far worse shape than anyone cares to admit.

How to Sell in a Down Economy

The bottom line for sales professionals in the midst of all of this conflicting information is avoiding indecision. Now is not the time to sit and wait. As I explained in my audio book, 7 Rules for Outselling the Recession, you must accelerate.

If you are making 50 calls a week now start making a hundred. If you are doing 5 proposals do ten. Make a deliberate effort to reconnect with old customers and business relationships. Start the day running and end the day running. Do not allow fear, uncertainty and doubt to cloud your vision.

Why do I give you this advice? Because regardless of your perception of the current economic state we are at worse case closer to recovery and at best in recovery. Right now you have a limited window of time to get yourself in position to take advantage of this and speed is your greatest competitive advantage. This is because many people still feel like they are in a recession and because of this they are still acting as if they are in a recession.

Now is the time to aggressively attack the market. Now is the time to hit your competitors harder, set new goals and create a new vision for yourself. Urgency is mandatory. Sooner or later, the recession will end and when that happens speed will give you a huge head start over your competitors. You have the opportunity to gain a genuine competitive edge by beating your competitors out of the gate as the economy moves toward full on recovery.

Urgency and acceleration are about mindset. In many ways just a simple belief system that gives you the strength to trust in yourself and your talent to get past your own perceptions about the economy and taking action.

There is opportunity everywhere and that opportunity will grow exponentially as the recovery builds. Sooner or later everyone will jump on the recovery bandwagon. The question you must answer is will you be a leader or a follower? For more tips for success during this difficult economy please download my audio book 7 Rule for Outselling the Recession on iTunes or at Audible.com.

Jeb Blount is founder and CEO of SalesGravy.com, the most visited sales specific website on the internet.

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Mark Roberge

May 13th, 2010 at 06:39 | #1

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Great article Jeb. Most people use a recession as an excuse. In my opinion, a recession is a big opportunity. It is an opportunity to check whether your value proposition is a “must-have” rather than a “nice-to-have”. It is also an opportunity to accelerate market share capture as the big guys down-size and stop investment in growth projects. For these reasons, some of the best companies have been built in terrible economies. I say embrace a down economy and sell through it with Jeb’s tips.
Jeb

May 13th, 2010 at 10:56 | #2

Reply | Quote

Mark – I completely agree. In fact, my company, SalesGravy.com has used the recession to capture huge market share from our competitors. It is all about mindset, accepting risk and taking action. – Jeb
Debbie

May 15th, 2010 at 11:31 | #3

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@Jeb
Thank you Mark & Jeb. You are right – the season has prompted a lot of people to think deeper about secondary income. Our business has been busy because many people are turning to us to implement tools and strategies to start new businesses using their natural talents and acquired skills. It is a time to rethink and ACT!