Does the Recession Create “Stinking Thinking”?

The major problem of a recession is not the downturn of economic indicators, it’s the downturn of people’s minds.

A quick glance at recent studies will tell you that a downturn in the economy is always linked to a boom in drinking, health problems, business frauds, divorces, drug abuse, depression and even suicides.

In selling, many experience a loss of self-esteem in direct proportion to their loss in sales or commissions. Although they know that they are often powerless to change the numbers, they do not always realize that they can change their unrealistic thinking and feel good about themselves. If you’re down because your sales volume has gone down, ask yourself, “What does it really take to make you feel good?” A superficial response would be: “An unexpected order.” But upon reflection, you may concede: “Any positive action or thought.”

The fact that business is down has not crippled you physically. Figures have no meaning, only thoughts have meaning. Don’t let “bad” figures cripple your mind to the point that you forget that doing business is not everything.

Remind yourself that what really counts in life is not what you do or how much you make, but who you are on the inside. A healthy self-esteem is the best recession antibiotic. It comes from the realization that only you can decide on your self-worth. A positive self-worth can boost your productivity by 100 percent.

Contrary to what many sales managers assume, true self-worth cannot be measured by adding up sales figures. Why not? Simply because you are the only one who figures and decides on your self-worth.

It’s not the recession that’s causing the stinking thinking, it’s the figures that are depressing, it’s your thinking that’s regressing.

You can stop your negative thoughts and feed your mind with positive ones. (Read our interview with Zig Ziglar.) Positive actions will create a positive attitude. Quit moping; don’t stew, go out and do. Decide on a boom in your mind. Get excited about your possibilities.

Try it and see how self-recovery will lead to sales recovery.