It seems as though the sky has been falling for about a month now, cushioned only by the volume of articles written about what to do, how to survive or how to sell when the sky is falling. You know when you’ve reached new levels when an e-article site circulates an e-mail telling us how articles are a means of stemming the tide of economic disaster. Well at the risk of aging myself, I remember the sky has been falling ever since I was in high school. Let’s see, energy crisis in 1973, and again in 1979; sky high interest rates in the early 1980’s with a recession to boot, trickle down economics, Black Monday with music by Ivan Bosky and Michael Milken; the recession in the early 90’s and bubble bursting in 2000 and the economic fall out of 9-11 2001 and more.
In all these times however, not only did the planet survive, but companies and people kept on buying, and good sales people kept selling, in large numbers. The reality is no matter what the economy is doing at any given time, it is always the NOW economy, because we have dealt with it in the moment.
While the economic climate does impact how selling takes place, for professional sales people it is only marginal. Yes in a hot economy like the internet boom of the late 90’s, things get crowded; anyone who could walk upright and read a brochure was a sales rep. Professionals had to deal with the crowd, but the contrast in their approach and methodology helped set them apart and win deals. In down markets they did have to work harder, but again their process, skills, attitude and execution allows them to meet the requirements of their clients and deliver and receive value. Their professionalism allows them to succeed and adopt to the NOW economy. In fact their strength lies in the fact that they adhere to a professional approach that takes facts, economic and other factors, into account, but does not take them of course.
Some examples of this are highlighted in an article of the monthly newsletter addition of The Pipeline, entitled Selling In The NOW Economy. In fact the article is part of the special The NOW Economy Special issue. Enjoy and profit.
One last observation about the current version of the sky falling, in 1979 when the sky was falling, it was because we were going to have an ice age as soon as oil ran out, I think that was scheduled for July 17 1997. Today we have global warming. Being old and confused I was on the sideline. But now having seen the markets melt down the way they have, I must say I am a bit more open to this global warming concept, so I am going to do my bit to balance things by making some cold calls.
Tibor Shanto – The Pipeline