Yesterday I was talking to a sales person, Griff Neighbors, who I've known for more than 10 years.

He said Jim, "I took your advice and have a white board in my office. On the whiteboard I wrote, Screw The Recession."

This got me thinking about what's going on in our country, especially during the last week or so. You and I can't control any of it.

Sure we can vote on November 4 and we should - I already have using an absentee ballot.

Look, it's the fourth quarter. When it comes to your sales quota right now you are over plan, at plan, or under plan.

It really doesn't matter, the good news is you still have plenty of time to exceed your year end sales quota. As you read that sentence if your first thought is “That’s impossible” - then for you unfortunately it is.

Your actions follow your thoughts - so never think in a negative way. Never!

Nothing in the world is impossible unless you happen to agree that it is.

“Selling is a battle,” Griff said this too. His biggest account took a tumble this year - but he ain't QUITTING, and neither should you.

There are winners and losers.

The winners keep winning and the losers keep whining.

I'd be making my numbers . . .

If my company was more supportive of my selling efforts.

If my company had more people.

If we had a better customer service department.

If I had a better sales territory.

If our marketing department had better literature and brochures.

If we had a better website.

If my competition wasn't always using lowball pricing tactics.

If my customers weren't always asking for better pricing.

If we had a stronger economy.

If the stock market wasn't spiraling downward.

Balderdash – just a bunch of cockamamie excuses!

Don't spend a nanosecond thinking about excuses. Focus your attention, like a laser beam, on specific and written action steps that will help you reach your goals and have a positive impact on selling results.

Imagine Lance Armstrong saying or thinking, if only I didn't have cancer I might be able to win the Tour de France.

In fact he did have cancer and he won the Tour de France a record-breaking seven consecutive years, from 1999-2005. He is the only individual to win the race seven times. Remarkable!

Imagine Erik Weihenmayer saying or thinking, if only I wasn't blind I would climb Mount Everest. In fact Erik, who is blind, successfully climbed Mt. Everest on May 25, 2001 as part of the NFB 2001 Everest expedition. This may be even more remarkable!

Ordinary people can do remarkable things. If you don't see your name in today's obituary it means you have the opportunity to do remarkable things.

Forget about thinking times are tough. Start thinkingscrew the recession.

There are valuable lessons here. I've heard it said that the game of golf is "Between your ears."

So is the business of selling - "It's between your ears."

How you think is everything. How you spend your time is everything. What you do every day is everything.

Winners are doers who spend their days "Doing."

Whiners are thinkers who spend their days "Wondering."

If you're "Wondering" while you're working, what are you doing in your spare time?

For the next 2.5 months take some personal ownership in your sales effort and your selling results. It's all about personal accountability.

John Miller wrote an excellent book on the subject, of personal accountability, called Q.B.Q. I put the book back on top of my recommended reading list and you can use this link to check it out. Here's the address:

When the going gets tough, the winners go to work.

When the going gets tough, the whiners start pointing fingers.

Screw the recession!

To wrap this up, I'm reminded of something William H. Johnsen once said, "If it is to be, it is up to me."

Screw the recession!

Author's Bio: 

Jim is a former U.S. army officer serving in Germany and was a Public Information Officer on a General’s Staff while serving in Vietnam.

He was also VP of Sales and Marketing for the Scientific Products Division of Baxter International.

Jim has been nominated to the National Speakers Association Hall of Fame four times.

Jim has been in business 20.5 years . . . has 514 corporate clients . . . 83.3% repeat business