The “Double Dip” Self-fulfilling Prophesy Doesn’t Have to Kill Your Sales

Have you seen the news? Just when we think the economy is pulling out of the Great Recession, whispers of a “Double-Dip” recession are growing louder. And while news outlets like CNN Money say the data shows ours could be a “Bar-b-que Recovery” meaning low and slow growth, the doom and gloom word on the street is crying, “Double Dip!” And that’s far more powerful that data or logic.

If the economy falls back into recession, it will be like a punch to the gut after getting off the mat. But how could this happen despite data to the contrary? The self-fulfilling prophecy. The more people talk about a double-dip recession, the more the media will report it, the more people will believe it and the more their actions will make it come to life. And then you, and everyone will be cursing that “no one is buying” again.

 But it wouldn’t be the first time a self-fulfilling prophecy has killed your sales. Chances are you commit sales hari-kari everyday with self-fulfilling prophecies of your own. The northeast territory just isn’t very good. We’re over priced in the market. I just can’t seem to get through on the phone. Prospects don’t want to take my calls. No one is buying anything! Have you ever heard things like this bantered around your company? Worse yet, have you ever said anything like that? Say it ain’t so!

The “father” of the self-fulfilling prophecy W. I. Thomas put forth the modern theorem that “If men define situations as real, they are real in their consequences.” Yep the more you say it, the more you make excuses, the more you are going to believe it, and the less you are going to sell. On top of it, humans seem to be a glum lot, which makes it even tougher to rise above the fray. The salespeople who make things happen rarely, if ever get sucked down by self-fulfilling prophecies. Wall Street? That’s another story.

Is the double-dip recession coming? All we humble salespersons can do is sell lights out and hope the prognosticators come to their senses. And make damn sure we don’t buy in to our own self-fulfilling prophecies. No matter what we will sell, no matter what we will sell. No matter what! 

Comments

[Shanncd]

GREAT article Chad! Classic law of attraction...and most don't even realize that what is happening is because of their own thoughts and beliefs...

Really enjoying your writings... look forward to more. ~Shannon Chambers

[You Sell Like a Second Grader]

Thanks so much, Shannon. For reading and commenting. I post new stuff on Tuesday and Thursdays!
Self-fulfilling prophecies are incredibly powerful. They have caused economies to crumble, rice famines when there was plenty to go around,panic during natural disasters,and more than a few salespeople to fail.