What if we don’t use the bad economy as an excuse?
This interesting question is posed by David Brock here. He tells of one company that has made it a policy for their salespeople and their sales are up 10% this year.
As I’m heading into three days of a trade show with a client, it will be a great opportunity to observe and practice this attitude. Brock is right that customers still need to have what we sell, so it’s up to us to make sure that we are astute enough to uncover their real objections and not just chalk up their non-purchase to the economy.
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With all of the dismal economic news these days, it’s easy to lose sight of the fact that most people are still employed, still focused on delivering the best goods and services, and telling their stories in ways that connect with customers and prospects.
The Art of Possibility by Rosamund and Benjamin Zander is a magnificent book on leadership. As a life-long musician and the conductor of the Boston Philharmonic, Ben Zander has become an inspirational teacher who is now taking his leadership philosophy out into the corporate world as a motivational speaker. Rosamund Stone Zander is a respected therapist who helps individuals and groups find their way to the “impossible.” Even if you do not consider yourself a leader or are not interested in becoming a leader, there are still many lessons to learn from the practices the Zanders recommend in this book. 
