Selling in a Crisis

Epilogue: Always Trust Your Cape

There are only two types of people in business. People who sell things and people who support the people who sell things. The people in your company are employed because you are out on the front lines getting deals done, expanding accounts, and retaining customers.

Of course, that doesn't mean that they appreciate you. In many cases, it's just the opposite. The people who count on you the most for their jobs often make it hard for you to do yours. They throw up roadblocks, complain that you don't sell the right way, and generally make life hard for you.

They may never appreciate you. They may even resent you. But it doesn't matter. Deep inside, they know how much they need you, and you know how much value you deliver to your organization.

As you hit the phones and pound the streets, encounter rude prospects, objections, unscrupulous competitors, unrelenting rejection, and people in your own organization who disrespect you, I want you to stop for a moment and look at yourself in the mirror.

That person you see standing in front of you is a real superhero. Your cape is woven from the basics and fundamentals of selling, the willingness to do the hard things that most people won't, persistence, drive, and a relentless desire to help your customers achieve their objectives.

You make a difference. You keep your company strong and financially viable. One sale at a time, you play the most important role in your organization and the economy as a whole. ...