Choosing the Selling Attitude
Choosing the Selling Attitude
The key to controlling your thoughts and attitude about your work is how you feel about what you do. Peak performing salespeople love to sell; so, therefore, they love their job. It’s easy to control your thoughts about something you love to do.
The old adage, “nothing happens until someone sells something” is still true. Everything is about selling. Getting your daughter to clean her room, getting your son to come home at night, and getting your spouse to agree to what you want is all about selling. Everyone needs to understand the skills of influence. But selling, as an occupation, is not for everyone. First you need to do some “soul-searching.”
When the alarm goes off each morning – how do you feel about your job? Do you look forward to going to work, or is it hard for you to get up in the morning because you dread your job? If you have ever had negative feelings about your job, don’t think that you are alone. A 1990’s national survey of 180,000 American workers revealed that 80% disliked their jobs. How do you feel about yours?
“I hate my job,” was the response of one salesperson, who was asked how he felt about his work. “Why don’t you get a new job,” was the next question. “Are you kidding,” he replied. “I’m going to retire in 25 years.” Is that how you feel?
It is impossible to be a peak performer in anything unless you are drawn into your work by the love of doing it. Peak performance is the result of being in a peak emotional state. It’s about your heart. Is your heart in your work? Does your work capture your heart or just your wallet?
Once you are sure that selling is for you, make sure you are in control of your thoughts and a positive attitude will follow.
Although it’s easy to blame the boss, the customers, the product offerings, your co-workers, (and a whole bunch of other things) for job dissatisfaction, in fact, job enjoyment lies entirely within your control. The simple act of blaming is a self-defeating behavior because when you blame you give away your personal control. Although blaming alleviates your responsibility, at the same time it makes you feel helpless and out of control.
So you say, “How can I have a positive, cheerful attitude?” The clock radio goes off in the morning blaring out bad news about a local fire, a murder, or a tragic car accident. You turn on the television and watch the world news with no better results. You read the morning paper and more bad news. Besides you have to deal with getting your children up and off to school, your spouse, the dog – and top it all off with the pressures at work. “How can I be cheerful?”
The answer is simple. You have a decision to make as you start each day. “How am I going to respond to those things that happen to me today? Who’s in control of my feelings, the weather, the boss, my customers or the economy?” To hand away control to anything or anyone else is to make yourself a victim. None of us want to be a victim.
You have to make this simple choice each and every day. Thomas Edison described what should be our attitude when he said, “I never did a day’s work in my life. It was all fun.”
We can’t change the realities of our life, but we can change how we respond to those realities. William James said that the greatest discovery of this generation is that one can change his circumstances by simply changing his state of mind. Your attitude is one of life’s few gifts that lies 100% within your control. It’s always within our power to choose the positive response.
The reason this choice has such an incredible affect on your performance is because if your heart is not in it, your mind and body cannot reach their potential. Peak performance is impossible. Peak performance is only reached when all factors work in harmony. But, the greatest affect of your attitude on the job may well be what it does to your customer.
Research has shown that the number one standard by which the customer judges whether she will buy from you is “do you look like you want to be at work?” So, I ask you the question, “Do you brighten the office or those around you when you come to work in the morning or when you go home at night?”
Your attitude is critical. It affects your ability to achieve results and whether the customer will want to do business with you. How’s your attitude? Do you need an attitude adjustment? Take control and pick the attitude of the peak performer. The choice is yours, so choose wisely.
Choosing the Selling Attitude - To learn more about this author, visit Sam Allman's Website.
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Great salesmanship begins with an attitude, which is controlled by your thoughts. Since you can choose how you think, you can choose your attitude in any given situation. Viktor Frankl calls this choice, “The Last Great Freedom.” No one, not anyone, can take away your ability to choose your attitude in any given situation. Your attitude is entirely within your control. Research shows that 85% success in any endeavor is determined by attitude.
The key to controlling your thoughts and attitude about your work is how you feel about what you do. Peak performing salespeople love to sell; so, therefore, they love their job. It’s easy to control your thoughts about something you love to do.
The old adage, “nothing happens until someone sells something” is still true. Everything is about selling. Getting your daughter to clean her room, getting your son to come home at night, and getting your spouse to agree to what you want is all about selling. Everyone needs to understand the skills of influence. But selling, as an occupation, is not for everyone. First you need to do some “soul-searching.”
When the alarm goes off each morning – how do you feel about your job? Do you look forward to going to work, or is it hard for you to get up in the morning because you dread your job? If you have ever had negative feelings about your job, don’t think that you are alone. A 1990’s national survey of 180,000 American workers revealed that 80% disliked their jobs. How do you feel about yours?
“I hate my job,” was the response of one salesperson, who was asked how he felt about his work. “Why don’t you get a new job,” was the next question. “Are you kidding,” he replied. “I’m going to retire in 25 years.” Is that how you feel?
It is impossible to be a peak performer in anything unless you are drawn into your work by the love of doing it. Peak performance is the result of being in a peak emotional state. It’s about your heart. Is your heart in your work? Does your work capture your heart or just your wallet?
Once you are sure that selling is for you, make sure you are in control of your thoughts and a positive attitude will follow.
Although it’s easy to blame the boss, the customers, the product offerings, your co-workers, (and a whole bunch of other things) for job dissatisfaction, in fact, job enjoyment lies entirely within your control. The simple act of blaming is a self-defeating behavior because when you blame you give away your personal control. Although blaming alleviates your responsibility, at the same time it makes you feel helpless and out of control.
So you say, “How can I have a positive, cheerful attitude?” The clock radio goes off in the morning blaring out bad news about a local fire, a murder, or a tragic car accident. You turn on the television and watch the world news with no better results. You read the morning paper and more bad news. Besides you have to deal with getting your children up and off to school, your spouse, the dog – and top it all off with the pressures at work. “How can I be cheerful?”
The answer is simple. You have a decision to make as you start each day. “How am I going to respond to those things that happen to me today? Who’s in control of my feelings, the weather, the boss, my customers or the economy?” To hand away control to anything or anyone else is to make yourself a victim. None of us want to be a victim.
You have to make this simple choice each and every day. Thomas Edison described what should be our attitude when he said, “I never did a day’s work in my life. It was all fun.”
We can’t change the realities of our life, but we can change how we respond to those realities. William James said that the greatest discovery of this generation is that one can change his circumstances by simply changing his state of mind. Your attitude is one of life’s few gifts that lies 100% within your control. It’s always within our power to choose the positive response.
The reason this choice has such an incredible affect on your performance is because if your heart is not in it, your mind and body cannot reach their potential. Peak performance is impossible. Peak performance is only reached when all factors work in harmony. But, the greatest affect of your attitude on the job may well be what it does to your customer.
Research has shown that the number one standard by which the customer judges whether she will buy from you is “do you look like you want to be at work?” So, I ask you the question, “Do you brighten the office or those around you when you come to work in the morning or when you go home at night?”
Your attitude is critical. It affects your ability to achieve results and whether the customer will want to do business with you. How’s your attitude? Do you need an attitude adjustment? Take control and pick the attitude of the peak performer. The choice is yours, so choose wisely.
Choosing the Selling Attitude - To learn more about this author, visit Sam Allman'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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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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