"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 itís 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 arenít? The answer is zero."
But itís not easy to be truly positive! Especially when so much of selling tends to be negative.
In his book Selling 101, Michael McGaulley writes, "Despite all the people one meets, selling is a lonely profession. They [sales people] may feel isolated, and not understand that selling is a matter of working through the nos to find the few yes responses that make it all worthwhile."
Successful sales people know and understand this concept - and react positively to the negative responses that they know are all part of the cycle. Many sales professionals will readily admit that they "look for the nos," because it is only then that they can actually sell something.
You may have read "Lifetime Plan for Success" by Dale Carnegie, who relates the story of poor Thelma Thompson, who in desperation complained to her parents about the miserable living conditions forced upon her during the war. Her fatherís reply changed her life; his letter consisted of two lines:
Two men looked out from prison bars,
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 final testimonial to this discipline is a poem, author unknown, entitled The Winner. The final verse:
Lifeís battles donít always go
The Power of a Positive Attitude