Issue link: http://palletcentral.uberflip.com/i/1280561
PalletCentral • July-August 2020 25 Just because the customer asks for a discount, doesn't mean you should give them one. There is a better option. ATTITUDE DRIVES BEHAVIOR. Selling in tough times is a daily battle. You fight this battle on two fronts: with your knowledge and skills, and with your thinking and your attitude. Your attitude drives your behavior. Embracing the right attitude begins with positive mental programming. Mental programming is how you talk to your- self, good or bad. Be aware of your inner dialogue. How would you describe your daily thoughts, mostly positive or negative? If your thoughts are predominately negative, take a mental enema and flush the negativity out. Positive mental programming is changing the way you process information. Train your brain to view adversity positively. For example, while writing this article, my laptop crashed. Although this was frustrating, I focused on the positive outcomes from this negative event. Now, I'm using better equipment and newer technology so I can work more efficiently. Each day, you'll experience negative events. Some dwell on the negativity, while others focus on the positive outcomes. The choice is yours. BE A POSITIVE INFORMATION SOURCE. In tough times, there is no shortage of negativity. Turn on the news or read the paper. You'll notice more negativity in your day-to-day conversations with customers and colleagues. Misery loves company, so be aware of negativity and prune it whenever you can. Right now, people are hungry for hope. Sharing positive news is one way to lift people up. Scour the newspaper for positive articles. If you hear positive news about your industry, share that information with your customers. Customers will remember how you made them feel in tough times. FOCUS ON COST SAVINGS, NOT PRICE REDUCTION. These unprecedented times create challenges and opportunities. In downturns, buyers look to cut cost. This creates an opportunity because buyers are more open to your cost-cutting ideas. iStockphoto.com/dolgachov