One of the most intriguing things we do here at Sales Concepts is work with many different sales executives in diverse industries. A trend seems to be developing. There appears to be increasing uncertainty in the world today and unease in the minds of executives and salespeople about the coming months.
The war in Ukraine and the threat of war in the Middle East create uncertainty for global markets. Although suspended, the threat of the Longshoremen's strike looms for the coming months. The death and destruction caused by massive hurricanes. Then, of course, there is the upcoming election in November.
What should a salesperson do? Unfortunately, we cannot control what happens in the world. Our advice is to concentrate on what you can control and not be anxious about what is out of your control.
You can control how many calls you make and how consistently you follow up with customers and prospects.
Focus on what you can control and make proactive prospecting a part of your daily and weekly routine. Many customers tell us they used to be overwhelmed with business that just came in, but those times have changed. Business is much harder to acquire now.
You must go out and get the business in the current business climate. You will have to prospect.
Prospecting is identifying and proactively and consistently contacting potential customers to generate additional business. It is like an insurance policy for your pipeline. If you are even slightly worried about business in the coming months, prospecting provides your best chance for success.
There is little need to feel anxious when you focus on what you can control and let go of what you can't.
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