There is a puzzling issue to consider in any discussion of the “best of times” and the “worst of times.” It is this: If we are not careful, our “best of times” may actually prove to be our undoing as salespeople.
After all, it is during the “best of times” that we may begin to let our most productive, proactive behaviors slip. When our prospects are plentiful and demand for our products and services is high, we may not feel compelled to maintain the same respect for our own prospecting routines that we had previously. When there are plenty of opportunities in the pipeline and many presentations scheduled, we are more likely to let a prospect slide on a commitment, more likely to accept a “think it over” rather than be firm about obtaining a decision. When times seem good, we may allow the relationships that got us through the “worst of times” to become stale or disappear. We make the comfortable, but lethal, shift from proactive behavior patterns to reactive behavior patterns.
During the best of times, we salespeople can become sloppy, and still do quite well. Eventually, however, the tide will turn. And the behaviors that would have prevented our income from plummeting will no longer be second nature to us. We will have to work hard to make them second nature all over again … if we plan to make our way back to the “best of times.”
Performing the appropriate, proactive behaviors consistently is the key to maximizing your success during the best of times - and the key to maintaining a consistently high income level, even during the worst of times. You can solve the “Dickens Paradox” - if you resolve to remain proactive, to keep making conscious choices and performing the actions that will move you forward.
Do the behaviors! Do the behaviors! Do the behaviors!
