Sales tough times

By Dave Kahle

f HAD just finished sharing some of I.my perceptions about the state of the economy and the challenges facing most salespeople in a recent seminar. One of the attendees sitting in the front row anticipated the next portion of the seminar when he said. "Dave. what's the good news? Where is the silver lining?"

Great question. So many of us have been concentrating on the clouds recently, that we haven't noticed the silver lining around the clouds. Certainly the economy is limping

Here are three clouds with

silver linings.

along in many industries that had been accustomed to regular growth. And the challenges of the Information Age can seem overwhelming at the moment. At the same time, there are unique and powerful opportunities for those salespeople who choose to pursue them.

It really is our reaction to the difficult times that distinguish the true professional from those who are merely in the right place at the right time. One of the characteristics that contribute to success in difficult times is the ability to see the opportunities in almost any situation. That ability is particularly valuable today.

Negative situations, such as those you may confront as a result of a slow economy, always contain the seeds of positive opportunities. Here are three