Posted Tuesday, February 1, 2005
Alexander Graham Bell once said, "When one door closes another opens; but we often look so regretfully upon the closed door that we do not see the one that is opened for us." If you’re in sales you gotta remember this one.
Right now, during these challenging and difficult economic times, salespeople are facing more closed doors than ever before. Some salespeople are like the news media - they focus on what's negative. In sales, being positive is better.
I see this all the time in my sales training programs that I conduct for my corporate clients. It's easy to blame the economy. It's easier to blame a competitor’s price. And it's unbelievably easy to soak up the daily headlines and point fingers everywhere. Where’s the personal accountability?
What's not so easy is to take a personal inventory while looking directly in a mirror. It would seem that everything is wrong with everything else except the person you see in the mirror. When was the last time you asked yourself, “How can I increase my sales,” in spite of these challenging times?
I'm very proud of the fact that I have had 16 straight years of increased sales and profits. I did not however, experience 16 years of blissful growth. On the contrary, I’ve had to be feisty, assertive, optimistic, determined, creative, and results oriented in order to increase the size of my business.
My first huge mistake was to invest $20,000 in a distributorship that sold videodisc telemarketing training programs. I invested this money in a very small division of GTE. I got off to a quick start and was making money. The only problem I experienced was that GTE decided to get out of the training business.
So I searched for a new product and found one. Rank Roundtable, was a huge European conglomerate, and decided to enter the U.S. market with a brand new sales training program. Proudly I became one of their first U.S. distributors. Once again I got off to a very quick start.
And once again a very big company decided to get out of the training business - leaving me high and dry.
Remember, I'm using this as an example - not looking for your sympathy.
These two big gigantic DOORS were abruptly closed to me. Alexander Graham Bell’s quote says when one door closes another opens. It will only open for you if you're looking for it.
In my own situation I decided I would not build my business around someone else's products. I created and sold workbooks to my clients. I added audiocassette tapes. I've written and published five books. And I could go on.
This is not the best of times for professional speakers, sales trainers, and consultants. When you factor in September 11th a lot of people in my industry are singing the blues.
I decided to sing a different song. My song is called "My Way." I also decided I wasn't going to participate in this recession so I raised my speaking fee. I also tried new business opportunities. For example, I started doing monthly TeleSeminars. Last year I wasn't. Last year I did not have an eight-cassette album. This year I do.
You get the point don't you?
Enough about me - what about you?
What's the one thing you're fretting over that you can convert into a new selling opportunity for yourself?
There are two kinds of doors in the sales world. There are closed doors and there are open doors. The closed doors will find you. You have to find the doors that are waiting to be opened by you.
My brother Ray was a New York City fireman who was killed September 11th in the World Trade Center. He perished along with 342 other firemen and several thousand other people.
Consider this, no matter how difficult your current situation may be, everyone who perished in the World Trade Center would, if given the chance, be willing to trade places with any of us.
YOU CAN DO IT! THE DIFFERENCE BETWEEN THE WORDS CAN AND CAN'T IS THE LETTER "T" for TRY! GO FOR IT.
Never give up. Never give in.
Eliminate the words can't, impossible, and discount from your vocabulary and you will experience a success you never before imagined.
About the Author
Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: (http://www.meisenheimer.com)