Don't let a little rain wash away success

It's Friday afternoon as I write this, pushing toward quitting time. The sun is finally out...this might be the first decent day of the week. On Monday of this week, as rain was pouring down on Central New York, I said to my wife "Thank God we didn't take this week off!" Looking back on the past few days, I say it again, with gusto, "Thank God we didn't take this week off!" Rainy, cool, unsettled...not what you'd expect the final week of July to be.

There are a couple of great sales reminders in this example.

First, don't assume that what you expect to happen will happen. July is sunny and hot, year after year. But not this week. Just because a prospect or customer always acts a certain way or a promotion produces certain results, don't take it for granted. The more you don't anticipate unusual circumstances, the more likely they will happen. Murphy's Law. Be prepared for all possibilities, in all situations. Be flexible, think on your feet and follow the flow.

Second, like planning a week's vacation months ahead of time you have to make the most of it regardless of conditions that prevail at the moment. An appointment with a big agency or major advertiser that you have waited and waited for can go sideways in a hurry through no fault of your own. You may not have the option to wait for a better time or better conditions. You have to make a good time happen regardless of the situation. It's like a camping trip that turns into a rainout; playing checkers with a smile may not be as much fun as beach volleyball but it can still get you where you want to go in the relationship, if you make it so.

Talking about hopeful outcomes with your prospect will always help cut through the "rain and mud" that sometimes happen in a sales presentation. Focus always on what the customer wants and needs, not on what you have to sell. A happy customer always feels like a ray of sunshine.

FCPNY is a little like the postal service; we help our members with their needs regardless of the weather! Call us at 877-275-2726 or email me at tcuskey@fcpny.com. Enjoy the rest of the summer!