Getting your sales attitude right
Day 54 – 311 days to go!
Okay you got in the door and you are comfortably relaxed with your prospect. You are confident that they are going to say yes – how could they not?
You have:
- Qualified them.
- Your presentation is perfect
- You told them the benefits
- You showed them why your companies the best
- You have built rapport with them
- You have done all that you were taught
And they say ‘No’. Not just a trial close ‘no’, or an objection ‘no’ but a firm and solid ‘NO’.
And this is happening time and time again. All that stands between you and your target every month are these stupid ‘nos’.
Time to take stock
Those ‘nos’ could be the result of many things – attitude, skill, presentation quality, economic situation, product desirability etc. Part of making a success is honest evaluation. To help you get started here are some questions to answer and/or ask.
Attitude questions:
- Do you read inspirational material and use positive affirmations?
- Do you believe people are as happy as they want to be?
- Do go over, under, around, or through any obstacle to get the job done?
- Are you persistent even in the face of disappointment?
- Do you constantly improve your performance and knowledge?
- Do you think BIG (even when you’re dealing with the small-minded)?
- Are you truly committed to being of service to others?
- Are you willing to frequently leave your comfort zone?
- Are you a consummate professional (and act like one)?
- Do you accept change willingly as a part of sales and life?
Questions to ask your customers/prospects
- If you had to make a decision today, who would you choose?
- Is there anything that would prevent you from doing business with me and my company?
- Do I have an equal chance of winning your business?
- If you don’t make a final decision by the date you mentioned, what will happen?
Questions to ask yourself
- What skills must I improve to be more successful?
- What’s preventing me from taking action?
- Why am I not taking full responsibility for my performance?
In your quest for improvement don’t be shy to:
- Get a coach
- Video yourself doing presentations
- Ask questions
- Ask clients to review your performance
- Ask a colleague to rate your performance
Don’t run from the tough stuff – and that includes personal development. Often we think we are which is completely different to how we come across.
