The media has currently jumped on the recession bandwagon.
They are deluging us with gloom and doom about real estate, credit markets,
our investments, the economy. The sky is falling, the sky is falling!
Now, the easy thing to do as you make the rounds is to join in on all the
wailing and whining. It's tempting to do so, as we try to connect,
emotionally with our clients' perspectives. But the truth is, while we all
like to complain a little, we are drawn to, and prefer to spend time with,
people who are upbeat, optimistic and confident.
Back in the late 1970's, a book smart President, Jimmy Carter, appeared on
TV when the economy was struggling and inflation was running at 18% . . .
However, instead of providing hope and inspiration, he provided a dour
report, and lectured the American people about our "malaise." Along came
Ronald Regan, jaunty, beaming, with a message of can-do optimism, and he
obliterated Carter in the subsequent election.
The point here is not to be blissfully naïve. But as a salesperson, if you
want to be welcomed into your clients' lives during stressful times, bring
along a ray of hope, an upbeat disposition and, best of all, some real
world solutions to help their cause. You will be writing orders while your
pessimistic competitors are crying in their beer.
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