The Problem is the Opportunity: The Economy

Barry Moltz recently sent me a copy of his new book BAM! Delivering Customer Service in a Self Service World.  The book begins by challenging a lot of customer service myths and wisdom such as "the customer is always right."  He points out that we have heard statements like so often that we just accept them as truths.

So what kind of "truths" do we blindly accept in sales?

We have heard and said a lot over the last year about the economy.

• Nobody is buying. 
• Companies are hoarding their cash. 
• We can't grow in this economy.
• When the economy gets better ...

How much sense do these statements really make?  Yes, the economy has been shrinking over the last several quarters (until this most recent quarter), but commerce has not stopped all together.

What most people perceive to be the problem is the opportunity!

Because many businesses are marketing and conducting their selling activity like "nobody is buying," those of us who don't buy into the gloom and doom should be out there marketing and selling like Field of Dreams. 

Let's call it Economy of Dreams: If we will execute our marketing plans and planned sales activities, people and companies will buy! 

Therein lies the power of owning a Winning Sales Paradigm.  If you believe in the "nobody is buying" perspective, it will impact the quality and quantity of marketing and sales activities that you plan and execute.  Not surprisingly, sales will drop.

On the other hand, you don't have to believe the economy is better than ever, but you need to behave like it is.  There are prospects right now that have problems that you can solve who also have the financial resources to buy your solution. 

Don't let the "problem" hold you back.  Find the opportunity in it and take action today!