Tag Archives: the power of a positive attitude

You “Gotta” Believe, Or Else…

Frank Edwin “Tug” McGraw Jr. was a Major League Baseball relief pitcher and the father of country music singer Tim McGraw.

He is likely best remembered for two things… recording the final out, via a strikeout, in the 1980 World Series, bringing the Philadelphia Phillies their first world championship… and his pithy quote referenced in the title above, “You Gotta Believe!”

Belief is a big factor in sales, sales management and, for that matter, any form of business or institutional leadership. We all must believe in ourselves, in our organizations, and that the job can be done.

Sales professionals must believe in the products and services they sell, and also that organizational leadership will support what they’re selling.

Sales managers and leaders must believe in the same things, and also in their team’s ability to do the job.

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 dis-beliefs, 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.”

Selling Attitude!

attitude2“Nothing can stop the man with the right mental attitude from achieving his goal. Nothing on earth can help the man with the wrong mental attitude.” W.W. Ziege

Selling is a people business. People buy from people, and most often, from people that they like. But what makes one sales rep more likable than the next?

Surely all, or at least most sellers try to be likable!

Attitude makes the difference.

Read the full article…

Selling Attitude!

hole_hand_thumbs_up_sm_nwm“Nothing can stop the man with the right mental attitude from achieving his goal. Nothing on earth can help the man with the wrong mental attitude.” W.W. Ziege

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.

Read the full article…

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.