Selling 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.