Have you ever been in a situation where everything about your product and sales process seemed so right; product quality, pricing, sales presentation, buying audience, and suitability of the product to soothe buyer’s pain points and yet deals are not closed? If you have been selling for a while, either as B2B or B2C, this will be very familiar. In business, your attitude determines whether customers buy from you or not. With positive attitude you are able to exude the bright side of life that makes your personality likable and acceptable.
There is no way an optimistic salesman will expect a failure not to talk of accepting it. Even though there may be failed attempt(s), it will be seen in the light of generating useful feedback for improving business sales process or product itself. Interestingly, sales reps with the positive attitude always expect the best to happen and they are constantly winning sales. I keep reminding my sales team, selling is fun and tough. It is tough when you are confronted with an opportunity embedded in rejection, and you fail to notice it. When you have mastered the art of handling sales challenges that may arise in the present and future, you will experience the fun side of selling.
Let me share with you this story of how a great attitude can uncover an opportunity. In ancient times, a king had a boulder placed on a roadway. Then he hid himself and watched to see if anyone would remove the huge rock. Some of the king’s wealthiest merchants and courtiers came by and simply walked around it. Many loudly blamed the king for not keeping the roads clear, but none did anything about getting the big stone out of the way. Then a peasant came along carrying a load of vegetables. On approaching the boulder, the peasant laid down his burden and tried to move the stone to the side of the road. After much pushing and straining, he finally succeeded. As the peasant picked up his load of vegetables, he noticed a purse lying in the road where the boulder had been. The purse contained many gold coins and a note from the king indicating that the gold was for the person who removed the boulder from the roadway.
The peasant learned what many others never understand. Every obstacle presents an opportunity to improve one’s condition.
No wonder Keith Harrel said “attitude is everything”. I will give three suggestions on how you can develop positive attitude towards sales;
Believe in your selling ability
Confidence in your selling ability goes a long way in sales success. While it is not the only ingredient to closing deals, it is a vital factor. Regardless of your line of business, you need to successfully sell yourself first. Customers will not believe what you don’t believe. If you don’t have trust in your ability to sell, customers will not even give you the opportunity to waste their valuable time in pitching. So you need to set your thinking right. James Allen in, As a Man Thinketh said, “All a man achieves and all that he fails to achieve is the direct result of his thoughts.”
Every customer is important
There is a strong likelihood you treat your customers differently. Consciously or unconsciously, some customers are treated special while others are grouped as not-too-special customers. If you are culpable, have a rethink. Customers are quick to know how important they are in your buyers classifications. While grouping our buyers is great for sales and marketing, sales organization need to see every customer as a VIP, treat them with due attention and respect. If not, your sales reps will be the first to sell you out and start a show off bad attitude to a customer that may turn to great customer in the future.
Considered deals closed before they really are
Over the years, research has shown that what we believe and consistently think about all day can create itself. Be it sales or something else. If you believe a deal is closed before you even get to discuss it with customers, the forces of nature often bring it to past. I have experienced this in my sales business and it worked pretty well. When you visualize a deal as closed you are more likely to act in a frame of mind the will make the sale happen.
Thoughts are very powerful. Whether we believe it or not, they influence our attitude towards prospects and customers. Great product with right attitude will edge you a mile ahead of your competitors. In reality, sales start with you, not your customers.