National Clothesline

I need not make the case… it’s a given. We are living in a tough working market, where unemployment rates are creeping up to all-time highs.

Many people have found their positions cut, companies once strong in the market are now closing their doors; others are beginning to get nervous and their fear levels are rising. People are finding themselves in unfamiliar territory, trying to reinvent themselves in a down job market.

So, how do you separate yourself from the pack? If you are an employee, what can you do to increase your personal value? What do you have control over? And if you own a cleaning business, what can you do to avoid giving yourself a pink slip?

The question is, “Are You pink slip proof?”

Do you have the job you want? Do you make the income you need? And do you know that your neck isn’t on the chopping block? If so, you are, in fact, pink slip proof.

The truth, however, is that most people cannot answer “Yes” to any of these questions. They are at the mercy of their present situation and surrounding circumstances or, at least, that’s what they believe. They’ve never known otherwise.

Two months ago, I was given an assignment to write a sales letter for a plumber from California. The assignment required that I become familiar with the contents of a book written by Paul J. Meyer entitled “Pink Slip Proof.” In reading the book, I became motivated enough to want to share what I learned with others in business.

Paul J. Meyer is recognized by top salesmen the world over as perhaps the best salesman of all time and although his book is an incredible resource for anyone in the profession of selling, it’s not about how to sell. Rather, it’s about the incredible profession of selling the benefits, the freedom and financial rewards that only a career in selling can provide.

The key theme that runs through the book is that master salespeople are in charge of their own destiny. They don’t allow circumstances to control their lives. Instead, they make things happen for themselves and to their benefit.

In order to overcome the constant barrage of obstacles, the master salesperson must be different from everyone else. In fact, master salespeople possess certain qualities that set them apart — five attributes that make them special.

First, they live with positive expectancy. They are eternal optimists. They not only believe they will make a sale, but they also believe that the people they talk to actually want to buy, want to keep buying, want to give referrals and want to be their friend. In fact, this attitude is so positive that they believe everyone is out to do only good to them!

A friend who owns a pickup and delivery service in the northeast was telling me how upset his driver became when he was told not to go out just before New Years since the temperature was below zero. The driver insisted he would make fantastic sales since everyone would be at home and everyone would say “yes” to him. That’s the attitude of a master salesman. Forget the frigid weather; people want what I have to offer.

Second, they have a contagious enthusiasm. Enthusiasm sells. It shows you believe in your product or service. Enthusiasm is contagious. The excitement flows out of everything you say and do. It affects how people see you, how you serve them and how they respond to you.

Third, they have a passionate desire to excel.

In short, you can succeed only if you want success badly enough, but you must provide the desire and the self-motivation.

Others can offer moral support and encouragement, but you must be willing to get up early and stay up late to do what has to be done. And it must come from within yourself, not because someone is making you spend the extra time or exert the added effort.

Fourth, a master sales person possesses self-confidence and self-confidence is power. Genuine confidence comes from know-how, know-how comes only from experience and experience comes only from doing — getting involved and taking action. Self-confidence cannot come without personal involvement.

Fifth, they are persistent, with an I-will-not-be-denied attitude. A master salesperson is one who sets a goal and then sticks to it until that goal is reached. He has learned not to let rejection, other people’s opinions or previous failures weigh him down.

In June of 2008, a friend of mine was heading to medical school after scoring very high on the MCATs. During the summer, however, he got involved in a network-marketing program and decided to set his course in another direction: sales.

His goal was to bring two people a week into his organization. Some weeks he had to work extra hard to meet his goal, but he always reached it.

It’s been almost two years and he’s now earning a significant residual income. He has free time and travels to exotic places around the world. His persistent attitude has given him a career that is more enjoyable, more rewarding and more immediate than he would have seen in medicine.

Right about now you’re probably saying, “Look, I’m a small plant owner in a little town in rural America. How does this apply to me?”

Regardless of the economy and in spite of the political landscape, you can make your business better than it is.

A large percentage of the success of any business hinges on one’s attitude and on developing the attitudes of those who work in your business, as well.

Becoming “pink slip proof” is something every business owner should strive for; becoming a master salesperson is a key to ensuring that you are. Nobody is born with the attributes just mentioned. Each one must be learned. As a matter of fact, they are chosen. You must choose to make them yours. When you want them badly enough, you will have them.