Training Tips

Focus on the Recovery: Keep your eyes forward

According to Mike Brooks’ mrinsidesales.com article “5 Ways to Capitalize on the Economic Recovery,” better days are ahead. In fact, for some, they have arrived! It is important for sales professionals to focus not only on the negative news about the economy, but also on the talk of recovery. Many sectors have already stabilized or are on the rise.

Brooks suggests the following ways of capitalizing on the recovery:

1. Finding evidence of recovery and talking about it. “The economy doesn’t have a mind of its own — it has our mind. By concentrating on the recovery already taking place, you’ll increase it,” Brooks writes.

2. Asking for the good news from customers. One way to turn someone’s attitude around is to focus the conversation on the positive parts of their business.

3. Telling stories about someone’s recovery. Remember two or three stories about someone’s success and share them with clients and prospects.

4. Practicing perfection. “Remember if you’re using poor sales techniques including weak openings, not qualifying prospects, etc., then you’ll have no chance regardless of what is happening in the economy,” Brooks explains.

5. Developing and using positive affirmations. Sales professionals can greatly benefit from writing down two or three positive thoughts and repeatedly returning to them — especially when things get tough.

“Don’t wait for the negative news stations to finally get on board — all the good sales will be long gone by then,” Brooks says.