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A fascinating e-mail arrived recently.

Jeff, I recently heard you speak. Loved it! Really valuable. However, I’m still struggling with something you said. You urged us, when asked by others, “How’s the soft economy affecting you?” to say, “I’m choosing not to participate!” How do I do that?

Wow! Great question! So here’s a rant...

My choice “not to participate” isn’t an expression of a cavalier attitude, it’s really a mindset of fiscal necessity. It would be far too easy for me to grumble or mutter, “The economy stinks!” “Nobody wants to do anything!” “Nuthin’ is left in clients’ or prospects’ budgets.”

Not only would the preceding be mindless mutterings of discontent, they’d be false!

We’re having a great year. Helping lots of folks achieve remarkable results. Yet I know, my success starts with me. My belief system. My choices. My behaviors.

So for you, it’s pretty simple... To make more, you need to do more. Therefore, start doing things differently! To sell more, you need to think more. Therefore, start thinking differently! The responsibility for your success, starts with you! No matter what the “state” of the economy, there will always be predictors of doom and gloom. The naysayers. The critics.

The question is, “Do you choose to listen to them?”

It’s too easy to blame your “plight” on others. Claim the economy is lousy or, accuse your company of giving you worthless leads.

Realize, today, right now...

Lots of ... customers are making buying decisions and receiving significant value and results.

Lots of ... deals are being done.

Lots of ... money is being made.

Choose to participate in that triumphant trifecta! Eliminate your moans and groans. Eradicate your complaints and whimpers. Remove your bellyaches and gripes.

Heck. Stop whining! Start selling! (Now, there’s a great name for a best selling book!)

Whenever others tell me about all their obstacles, I always listen intently and politely. But then, quickly ask a series of simple, yet direct questions.

-- What one thing, could you do once a day or one more time a day, that would have a significant impact on your life or business?

-- What role do referrals play in your pipeline?

-- What are you doing to increase your expertise, industry knowledge, product knowledge or sales knowledge?

-- How could you provide greater value to your market, territory, prospects and customers?

-- What impact would one more daily call (to a customer or prospect) have upon your business and earnings?

It starts with thought. Then a game plan. Then execution.

Don’t just tell me what you’re going to do. Do it!

Your results will inform the world.

---

Jeff Blackman is a speaker, author, success coach, broadcaster and lawyer who lives part-time on Marco Island. His clients call him a “business-growth specialist.” Send an e-mail to jeff@jeffblackman.com or go to www.jeffblackman.com to subscribe to his free e-letter.