Selling U Newsletter: Issue #45 - Watch Your Tongue!

Watch Your Tongue!
By Scott Gillespie

     Business is terrible. If things don’t pick up soon…I don’t know what’s going to happen! At least the lights are still on. I sure wish I could get my hands on some of that stimulus money though. Is it Friday yet?

     Seriously!? Believe it or not, these are actual things I’ve recently heard come out of the mouths of not just employees, but the owners of businesses as well!! Did you cringe a little while reading that first paragraph? I sure did when I was writing it! You can imagine how awkward it was actually hearing it. You almost want to shake someone when you hear such things. As such, this won’t be one of my favorite articles to write, but it may just be one that someone (probably not you) needs to hear right now to shake them back into shape.

     If these or similar words have crossed your lips, consider this an e-spanking! For those tempted to, this is your pre-emptive spank. And for the rest, it’s just a reminder to keep your tongue secured firmly within the grips of your teeth.

     There is absolutely no room for such phrases or gloom in any business climate. And that goes double when the going gets tough. With consumers still a little skittish, a single negative expression or word can tighten their grip on their dollars as they lose confidence in your attitude and ability to serve their needs.

     If I am making a decision between two businesses on where to spend my dollars, with everything else being equal, I’m going with the one that projects the confidence and the hunger to provide the value and the service that I am looking for. The words you choose to engage me with go a long way in making that decision.

     Let me start with those that do not own the business they represent. You are your company’s front line. The life-blood of your success and the source of the food that lands on your table do not care about your doom and gloom. Their concern is that you work your tail off to provide them with a great product or service. You owe it to them, yourself and your families to outwardly keep your chin up, serve your customers well and leave the pity back at the party.

     If you work in an environment where despair resides, either rise above it or find one that fosters a sense of pride and a Go Get ‘Em attitude.

     Now, attention business owners and managers with a sales staff. The words you choose have a lasting impression with the people you are counting on to bring in your business. Hammer them hard enough and long enough with the challenges you are facing and they in turn may eventually echo your sentiments to the very customers you are trying to secure. I’m not saying to paint a rosey picture regardless the situation your business is in. Rather, a snapshot of where you stand followed by your support, encouragement and leadership will provide the type of motivation that may just turn things around.

     Finally, to the small business owners that wear all the hats, it is especially imperative that you choose your words carefully. Your words and your attitude is the only link between your business and your customers. Their confidence in you walks on the same tightrope that your words travel. Remember, your words are your world. People speak things into existence every day and you have the power to mumble into misery or sing into success. It’s up to you…

Now Go Get ‘Em!!

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