02.16.09
What are your reps saying?
Is anyone you know saying this? “Business is terrible. Nothing is happening.”
Recently at Surfaces, a friend of mine who is a flooring dealer commented that out of all of the reps with whom he met there were only two that stood out as having a positive attitude. These reps were enthusiastic about showing the latest introductions. Most were caught up in discussing the poorly performing economy and lack of dealers at the convention. His belief is (and I agree) that he already knows it is bad and doesn’t need reinforcement. He needs hope and wants to buy from people who believe they are going to make it.
Some of you have mentioned to me that you are specifically training your reps to be the ones going into the dealer showroom with a positive attitude instead of spreading gloom and doom. I think that is great. Continuing to encourage your reps to be the one rep out of the day that talks about exciting new products, programs and the fact that people are still buying will be one of the keys to a winning strategy.
It’s easy to be negative. Your evaluation of business and the economy may be correct but it is not going to help you set any records. As Knute Rockne once said, “Play like you’re positive on the victory, even though they’re leading big now.”
Brian Boek
