What does it take to be successful
in sales? Certainly effort, hard work and dedication is important. An excellent
understanding of the sales process is also essential. But its more than that.
The most successful people I know have a slightly different outlook than their
coworkers and associates.
I recently worked with a group of
people who, collectively, had an extensive amount of sales experience. And, for
the most part, they all boasted a pretty successful career. Even though they
expressed some frustration that they didnt close as many sales as they would
like to, or that prospects didnt always return their calls, they didnt bitch,
moan, whine or complain about it. In fact, I didnt hear a single complaint
during the entire session. After more than a decade of conducting sales
training workshops and programs, I can say that this mentality is rare.
It was evident that this group of
people possessed a winners attitude. And I believe that this attitude contributed
to their success. So, just what is a winners attitude?
A winners attitude is the ability
to focus on your long-term goals even though your short-term results are not on
track. This is more difficult than it seems. Too many people take their eyes
off their long-term goal when they experience a slow month or two and end up
focusing on their lack of results. As a result, they get sidetracked and their
sales continue to suffer. In the words of Earl Nightingale, You become what
you think about.
A winners attitude means resisting
the temptation to blame the economy, competition, or current market conditions
when sales are soft. Winners focus on what they can control unlike the average
sales person who redirects the blame to take the heat off himself.
A winners attitude means exploring
different options and approaches to selling. The best sales people constantly
hone their skills. They read books and articles. They listen to CDs or
Podcasts. They take advantage of every training program they can including
webinars and tele-seminars. Winners know that business gets more competitive
every day and they take action to improve their knowledge and skill. They work
at incorporating new techniques into their existing style.
A winners attitude means focusing
on showing the value of your product or service. Unlike average sales people,
winners dont focus on price. They know that most buyers and customers are more
concerned with solving their problems and getting a complete solution rather
than getting the cheapest or lowest price. While average sales people are quick
to offer a discount, winners concentrate on showing customers how their product
is different than their competitors.
A winners attitude is accepting the
fact that you wont close every sale. Winners recognize that a series of nos
brings them that much closer to a yes. Winners may not enjoy losing a sale to
a competitor but theyre not going to beat themselves up when it happens,
providing, of course, they can say that they did everything in their power to
capture that business.
A winners attitude means learning
from every sales interaction to improve your future results. Winners take every
opportunity to learn. A sales manager once told me that he evaluated every
single sale when he first took on a new territory many years earlier. This
brief analysis and self-critique helped him improve his performance so he
didnt repeat his mistakes. Plus, in each subsequent sales call, he modified
his approach slightly, and in a few short years, sales in his territory
increased many times over.
A winners attitude is one of
optimism and enthusiasm. The most successful people I know all have a great
outlook. They know that every cloud has a silver lining, and when stuff
happens, they recover quickly. They look for ways to prevent stuff from
occurring because they learn from every situation (see above point). Winners
dont dwell on the pastthey focus on the future because they realize that they
cant change what has already happened. However, they do know that they CAN
influence what happens from that point forward.
Sales managers who possess a
winners attitude work with their sales reps instead of chastising them for a
lost sales opportunity. Winning sales managers coach their team, go on sales
calls with their reps, and provide on-going training for their sales people.
They also go to bat for their team and support help in every way possible.
Sales managers with a winners attitude celebrate individual and team results
and they foster a strong sense of pride within the organization. Ultimately,
they lead by example and create a team of winners.
What are you doing to develop a
2008 Kelley Robertson, All rights
About the Author:
Kelley Robertson, author
of The Secrets of Power Selling helps sales professionals and businesses
pinpoint what they need to do differently to improve their sales. Receive a FREE copy of 100 Ways to Increase Your Sales by
subscribing to his free newsletter available at www.kelleyrobertson.com. Kelley
conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750
To read more articles on Textile,
& Chemicals, Machinery,
Footwear & Jewellery, Software
please visit http://articles.fibre2fashion.com
To promote your company, product and services via promotional article, follow
this link: http://www.fibre2fashion.com/services/article-writing-service/content-promotion-services.asp