Believe me; I know it is tough out there right now.  People passed nervous, anxious, and concerned several weeks ago; they are scared to death.  Investors continue to make the fundamental mistakes of buying high and selling low.  Asset allocation has become one hundred percent cash, spread over a large number of financial institutions.  Companies, (which are, oddly enough, made up of people) continue to freeze budgets, choose paralysis, and wait to see what happens next.

What everyone is waiting for will happen before they know it, for this too shall pass.

Make no mistake about it; we have seen a fundamental change in broad asset valuation unlike anything we have seen during our careers.  Mountains of debt and the prospect of parasitic new tax increases loom on the horizon. Earnings drift downward, or in some cases plummet.  Business failures will increase.
So where do we go from here?  Simple – get back on the phone.  Call your best relationships.  Contact new prospects.  Go see someone.  And in all cases, have your story down cold.

Last week I returned to an old discipline – twenty calls per day.  Not everyone was glad to hear from me, but some people were.  The results: four new speaking engagements, and several future commitments.

America, it is time to get back to work.  See the people.  Make some calls.  Ask for the order.  It won’t be easy – it was never easy – but you will open accounts and make sales.  When business returns to normal – if it is ever normal – your sales with grow beyond your wildest dreams, and your competitors will start calling you “lucky.”

Good selling!

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This entry was posted on Saturday, November 1st, 2008 at 2:29 pm and is filed under Client Relationship Development, Sales Ideas. You can leave a response, or trackback from your own site.