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The Power in Headwinds By Tom Reilly, author of Value Added Selling Life is full of headwinds. On every journey we take, we face headwinds. The sales journey is no different. Sales headwinds take many forms: price objections, buyer inertia, time management, crisis management, quality problems, missed deliveries, heavy traffic, travel, insufficient literature, depleted resources, support teams that don’t support, mixed management signals, tough competition, slow economies, high energy costs that affect shipping and the list goes on. Some people feel the resistance of these headwinds and decide it takes too much effort to gain ground, so they brace themselves to hold on to their ground. Others succumb to the constant pressure and are blown away like so much debris. And yet another group faces the headwinds with a different attitude. It is the same attitude I embraced when I flew airplanes. Headwinds do slow us down a bit. In pilot terms, this resistance is called drag. But, they also provide us with the lift we need to soar. Airplanes ascend more quickly with headwinds. As the winds pass over the airfoil, it creates lift that pulls the plane more rapidly to the sky. On landings into a strong headwind, airplanes are able to land more gracefully at a slower ground speed, which allows for a smoother touch down. The reality of headwinds is that you may need to throttle up a bit to gain ground, but remember that the headwinds help keep you aloft. About the author: Tom Reilly is a professional speaker and author of Value Added Selling. |
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