Selling in a Crisis

10Don't Get into Buckets with Crabs

A crabber was out in his boat checking his crab traps. He emptied the crabs he caught into a five-gallon bucket that he'd soon be dropping off to one of his customers – a local restaurant.

Inside the bucket, sensing the impending doom, one of the crabs resolved to escape. But each time he got to the top of the bucket, the other crabs reached up with their claws and pulled him back down, dooming them all to the pot.

In a crisis, there is plenty of misery to go around. The people around you will take every opportunity to whine and complain. They'll whine about the economy, inflation, prospects, customers, too-few leads, and that no one is buying. They'll complain about the company, the compensation plan, and the boss. Why shouldn't they? Things are bad. It's human.

The only problem is that misery loves company, and it wants you on the team. Negative people will grab you with their claws and pull you down into the bucket with them. Pretty soon the words coming out of your mouth will be negative too. You'll start to believe that you are stuck in that bucket and there is no way out. You'll begin to feel contempt for your company, customers, and boss.

The truth is, you are a composite of the people you spend the most time with. Hang out with people who have a negative mindset, and they'll destroy yours.

Excuse yourself from negative conversations. Be intentional about the people you surround yourself with. Spend time with people who build you up ...