SELLING WITH A POSITIVE MINDSET
SELLING WITH A POSITIVE MINDSET
At the end of the presentation, some of the agents spoke to the presenter and apologized for their colleagues’ attitude.
“Oh, I don’t let them worry me,” said the presenter. “I see their sales figures, which are pretty much the same as their attitudes.”
Listening to the agents griping through the meeting, I had wondered how people with such negative attitudes managed to sell at all. And the presenter’s response confirmed my suspicions – they don’t!
Success depends a lot on attitude. I’m sure you have heard that before – but it’s worth repeating. Successful people have a positive attitude about their abilities, about the products or services they offer and about their clients. They have a positive attitude about their work environment and about their colleagues.
What you give is what you get. If you are negative about your products or services, even if you don’t directly communicate that to the client, your negativity will reflect in your sales. If you go to a meeting or function with a negative attitude, convinced that you are going to have a bad time, well, guess what, you will have a bad time. Our attitudes become self fulfilling prophecies.
So, what do you do? The one option is to change the products or services you offer or not attend functions you don’t want to go to. But that is not always possible. What is possible is to change your attitude. Start looking at the positive aspects of what you do, the benefits of attending the meeting. Nothing is perfect – and if we are looking for faults there will always be faults to find. But, by the same token, very few things are completely hopeless. It is as easy to focus on the positive as it is to focus on the negative. A positive focus helps you find the benefits and advantages – and once you have found those, you will experience them.
If you lean toward the negative, it is useful to write out a list of the positives and to work on those. So, if you are not looking forward to attending your cousin’s wedding, write down a list of the possible benefits – such as meeting new people, discovering new business contacts, participating in interesting conversation. You might want to take the list with you and refer to it just before the event – and then focus on getting the benefits you had planned. At the very least, you will have a far better time than if you went nursing a negative attitude. More than that, you will have learnt and experienced one of the most fundamental secrets of success – be positive.
SELLING WITH A POSITIVE MINDSET - To learn more about this author, visit Jonathan Payne's Website.
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I was at a training meeting for direct sales agents a while back for the launch of a new product line. The presenter and most of the agents were very excited and positive about the new range and could see the benefits it would give their business. There were, however, a couple of agents who took the opportunity to complain and criticize at every opportunity, pointing out how difficult it would be to sell some of the range to their existing clients. Throughout the presentation they maintained a steady stream of cynical comments. The presenter, however, persevered, undaunted, and presented a fantastic programme.
At the end of the presentation, some of the agents spoke to the presenter and apologized for their colleagues’ attitude.
“Oh, I don’t let them worry me,” said the presenter. “I see their sales figures, which are pretty much the same as their attitudes.”
Listening to the agents griping through the meeting, I had wondered how people with such negative attitudes managed to sell at all. And the presenter’s response confirmed my suspicions – they don’t!
Success depends a lot on attitude. I’m sure you have heard that before – but it’s worth repeating. Successful people have a positive attitude about their abilities, about the products or services they offer and about their clients. They have a positive attitude about their work environment and about their colleagues.
What you give is what you get. If you are negative about your products or services, even if you don’t directly communicate that to the client, your negativity will reflect in your sales. If you go to a meeting or function with a negative attitude, convinced that you are going to have a bad time, well, guess what, you will have a bad time. Our attitudes become self fulfilling prophecies.
So, what do you do? The one option is to change the products or services you offer or not attend functions you don’t want to go to. But that is not always possible. What is possible is to change your attitude. Start looking at the positive aspects of what you do, the benefits of attending the meeting. Nothing is perfect – and if we are looking for faults there will always be faults to find. But, by the same token, very few things are completely hopeless. It is as easy to focus on the positive as it is to focus on the negative. A positive focus helps you find the benefits and advantages – and once you have found those, you will experience them.
If you lean toward the negative, it is useful to write out a list of the positives and to work on those. So, if you are not looking forward to attending your cousin’s wedding, write down a list of the possible benefits – such as meeting new people, discovering new business contacts, participating in interesting conversation. You might want to take the list with you and refer to it just before the event – and then focus on getting the benefits you had planned. At the very least, you will have a far better time than if you went nursing a negative attitude. More than that, you will have learnt and experienced one of the most fundamental secrets of success – be positive.
SELLING WITH A POSITIVE MINDSET - To learn more about this author, visit Jonathan Payne's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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