Get Out of the Office and Into the Offense

by Brian Sullivan

Attacking is the only secret. Dare and the world always yields; or if it beats you sometimes, dare it again and it will succumb.
-William Makepeace Thackeray, English novelist of Vanity Fair 1811-1863

Do you know what is great about a recession? It gives top performing salespeople an opportunity to conquer their competition.

During slow economic times, average and below average performers in virtually every facet of business (including sales) use a slowing economy as an excuse to slow down their activity. Companies stop hiring, advertisers stop advertising, and salespeople stop prospecting. But not you! Because you know that the best time to stand out is when everybody is afraid to stand up.

You need to get out of the office and into the offense. Let me explain. Just last week a tenured salesperson complained that business wasn’t great. She was no longer calling on new accounts or prospecting for much new business with current accounts.  When asked why, she said that with the bad economy, nobody was buying anything so she found no reason to cold call or prospect. News Flash…SHE IS MAKING EXCUSES. But that’s what below average reps do in a bad economy. And what they miss is that when people feel pain, they look for change and run from the status quo. So are you going to be that change that people look for, or are you going to be the status quo they run from?

So this week, if you’re a salesperson (and you are if you’re a business owner), double the number of calls you make to new prospects and current customers. And if you’re a business owner or marketing professional, open up the wallet and invest in that ad campaign that will finally get your company noticed. And the rest of you, get off your heels and onto your toes, because you are going on offense.  Hurry—this “opportunity ripe” slow economy won’t be around forever! While everyone else is complaining, you will be praising 2008 as the year that made you famous.

Sales coach and business consultant, Brian Sullivan, is author of “20 Days to the TOP – How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less.” As president of PRECISE Selling, Brian helps improve sales, customer service, leadershi, 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: .