Your 'tude

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Daily Sales Tip: Your Attitude

Attitude is the "advance man" of our true selves. Its roots are inward, based on past experiences, but its fruit is outward. It is our best friend, or our worst enemy. It is more honest and more consistent than our words. It is a thing which draws people to us, or repels us. It is never content until it is expressed. It is the librarian of our past, the speaker of our present and the prophet of our future. Yet, your attitude is under whose control?

Your attitude is 100 percent under your control! There are a lot of things in life that we have no control over. For example, there is absolutely nothing we can do about how prospects react to us or our products and services. All we can do is control the way we react. Yet, so many salespeople let the prospect's reaction determine their outlook for the day. Think about it, are you as positive, upbeat and driven on a day full of rejection as you would be on a highly successful day?

How do you react to negative prospects? Do you walk away discouraged and complain about it or do you take control, stay focused and go on to the next call? Success is based on good judgment, and that is based on experience. And the only way one can gain experience is through failure. Isn't sales a numbers game? We have to fail often to succeed once. This is all about attitude.

How you react, how you think, what you say to yourself or what you believe about yourself is all under your control and comes out in your attitude. You must first realize that your attitude is 100 percent under your control and learn to reflect, confirm and take hold of your attitude. You must take hold of your attitude towards yourself, overcome fear and be able to deal with rejection in order to increase your productivity while saving time and money.

What is your attitude towards your organization, its team players and products and services? Do you have an owner's mentality? If so, what would you do differently? Now, why are you not doing it? You have to address these issues and have a strong belief before you can move on.

What is your attitude towards the market that you represent? Do you have a clear, full-color picture of your ideal prospect? Do you know your competition and their strengths and weaknesses? If you don't, is it fair to say that you don't know what you are doing?

If you don't believe in:
-- Yourself
-- The organization that you represent, its team, products and services and
-- The market that you are selling in; move on and find something you do believe in.

How could you convince anyone else to believe in something that you yourself don't believe in?

Source: Sales speaker/author Bob Urichuck (www.bobu.com)

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