Category Archives: business acumen

Selling Attitude!

attitudeSelling is a people business. People buy from people, and most often, from people that they like. But what makes one sales rep more likeable than the next? Surely all, or at least most sellers try to be likeable!

Attitude makes the difference.

A positive attitude is not only easily recognizable, but it’s catchy. Sellers who possess truly positive attitudes “assume the close.” They honestly expect the best from prospects, and they offer their personal best as well. They tend to react to things positively and, more importantly, tend to bring about positive return reactions.

Christine Harvey asks a pertinent question in her “Successful Selling” book. “What are the chances that your customer will be positive if you aren’t? The answer is zero.”

But it’s not easy to be truly positive! Especially when so much of selling tends to be negative.  Yet a positive attitude is a pre-requisite to long-termed sales success. We must first believe in our products and services, as well as in our companies and ourselves before we can expect customers and prospects to do so. Every sales person and every sales manager should recognize the importance of developing and maintaining such an attitude within themselves and within their organizations.

A testimonial to this discipline is a poem, author unknown, entitled The Winner. The final verse:

Life’s battles don’t always go
to the stronger or faster man;
but sooner or later the man who wins
is the fellow who thinks he can.

You “Gotta” Believe – The Flip Side

In an earlier post we referenced a quote from baseball’s Tug McGraw, “You gotta believe.”

It was noted that sales professionals as well as sales managers must believe in the products and services they sell, and also that organizational leadership will support what they’re selling. We also noted that sales managers and other leaders must believe in their team’s ability to do the job.

As many people have agreed, these beliefs are contagious… but so too is the lack of belief!

Therefore, whether we are sales managers, team supervisors, group leaders, department heads or business owners, we should carefully question our disbeliefs, because if we doubt our team’s ability to do the job; if we have second-thoughts about their dedication or loyalty to the cause; if we second-guess each move they make; if we have no faith in them, then it will show.

Even worse, it will show in their performance because they will sense the doubt and become paralyzed by the fear of ridicule or worse; and it will filter-through to their families and friends, to our clients and prospects, and, ultimately, to the marketplace.

Our belief, or lack thereof, cannot be masked, so as leaders we might do well to consider our true beliefs and make a conscious effort to either develop an honest belief in our work force or develop a work force in-which we believe; and then we must find ways to express that belief each and every day.

The positive results might truly be surprising!

As the late Zig Ziglar once said, “A lot of people have gone further than they thought they could because someone else thought they could.”