Salesmanship Corner by Laura Laaman - Your Bad Words May Backfire During a Bad Economy

"How's business?" one attendee asked another at a networking event.

"This economy is killing me. We've got people canceling right and left and trying to get prospects to buy anything isn't happening -- things better turn around fast."

The above exchange was real. Although we can probably all agree with the sentiments of the salesperson -- fuel prices through the roof, unemployment creeping up and low consumer confidence -- talking about these facts can make your personal economy worse. The person who asked, "How's business?" very likely could have been a prospect. Ouch!

So what's wrong with telling the truth? A lot! No one (I repeat no one) wants to hear doom and gloom -- especially not someone who might want to do business with you.

Could there be anyone worse to share the misery with than a potential prospect? Well you might think your manager or boss tops the list, and you're right to think they don't want to hear this bad news (and by the way, they already know about these conditions). What they want to hear is that although times are challenging, you will prevail. They want to hear that you're doing things to produce the results they pay you for. But the person who is most adversely impacted by this negative naysaying is you!

By even thinking negative thoughts, forget saying them, you put yourself in a mental state of failure. You subconsciously tell yourself the odds are against you, and you are doomed to fail. I'm sure you know that both positive and negative energy are contagious. Your actions reflect your thoughts and people will consciously or unconsciously detect your outlook. Ask yourself would you rather buy from someone who acts desperately to stay afloat or from someone who is convinced of the benefits of his product? From someone who complains about the economy or from someone who makes any economy work for him and his clients?

People want to do business with winners. The average person, including businesspeople, takes great security in doing business with successful businesses. If you've ever purchased something from a person or company that has gone out of business, you know what a pain that can be. Minimally it's going to cost you extra time calling or physically running around to find another service agent. Worse is when you find out that the product can't be supported at all. There are two simple yet powerful ways that you communicate that you're a winner or not, that you're thriving or struggling in this economy: verbally --your choice of words and nonverbally - your choice of dress.

So, better ways to answer "How's business?":

"Our new marketing campaign is really taking off" or "Our new marketing campaign is bringing us lots of new customers." (You don't have to mention that your "new marketing campaign" is you making dozens of cold calls each day.)

"We're growing market share?"

"Even with rising costs, we've been able to maintain our current pricing."

Hopefully you can also say, "Customers are raving about our new product." If you can't, assuming your product is a good one, solicit positive responses from your customers. This can be done early in the manufacturing process, even before your product has been officially released with a small focus group. It can also be done after your customers have enjoyed and benefited from your product. Once you have obtained these glowing kudos, share them on a regular and consistent basis with customers and prospects.

Why go through this bother? Because people are innately followers. Prospects are drawn to successful businesses and typically follow the positive experiences of others. Successful businesspeople take responsibility for obtaining positive messages and passing them along.

These positive messages will also cheer you up and help you create your own economic boom.