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Attitude, Atttitude, Attitude - Turn Your Prospects Into Customers
| Guest post by: Meridith Elliott Powell |
Article Overview: In sales attitude is everything! If you excited and motivated about your product or service than your prospects and clients will be too. Buying is emotional, and your attitude determines how people feel about you, your product and your company. Adjust your attitude and close more sales!
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Free Download - The Power of Responsibility! By Meridith Elliott Powell |
Attitude, Atttitude, Attitude - Turn Your Prospects Into Customers
In the real estate world they say the most important thing
is location, location, location. In sales it is attitude, attitude, attitude!
If you love what you do, love your product or service, and love sharing it with
others then turning your prospects into customers is a much easier sell!
When I go into to train, coach or develop strategy with a sales team, the
first thing I gauge is the sales leaders attitude and level of enthusiasm. If
the leader is not passionate, excited and motivated about their product and
selling in general, than how can I possibly expect the sales team and the
prospects to be excited? Attitude is always the place to start. Get your
attitude right and the rest will fall into place.
To sell you have to engage; to engage to you have to communicate; and to
communicate you have to connect. If you want to close more sales then you need
to ensure that connection is positive, upbeat and enthusiastic. If you want
your prospect to buy, then you must convey your pride, excitement and
confidence about your product or service.
Attitude is vital to the sales process, and the great thing about that is that
attitude is completely controllable. Sure it may be more of a struggle for some
than others, but at the end of the day you have a choice whether you are
positive or negative. Whether you infuse energy or deplete it.
Remember, buying is emotional. People buy products or services based on how
they feel. Certainly the features, facts and statistics play a role, but it is
the emotional connection to the sales person and the product or service that
moves the prospect to action. So how do you convey the right attitude?
First you have to have the right attitude. Do a gut check and get real with
yourself. Are you positive and upbeat? Do you believe in your product and does
it show? What specific things do you do or say to get your message across. Ask
yourself, if and how often you smile. Smiling - like attitude - is contagious.
Increasing your smile factor will increase your likability and increase your
ability to connect with your prospects.
Second, analyze your words and your body language. Are they positive and are
they benefit driven? Asking family and friends for feedback here is crucial.
Often, we do not even realize the negative or sarcastic undertones our speech
or body language convey, and asking others their observations and opinions can
make a big difference. Making minor adjustments can go along way in delivering
the right attitude.
Third, what is the talk going on inside your head? If you are like most people
it is pretty negative. Why is that? Why do we spend all day telling ourselves
negative things, don't we have enough challenges? So, work on your "head
talk" and routinely increase the number of positive messages rolling
through your mind. That "head talk" will translate into positive
conversations, body language and compliments to your prospects.
Third, if you want a positive attitude you need to hang around with positive
people. Now that seems simple doesn't it. For many of us, the need to help,
feel sorry for or commiserate with others is a constant distraction. A
distraction we cannot afford if you want to be good at sales. My favorite quote
(which has become my mantra) is "you are the average of the five people
you spend the most time with." If you want to be positive and upbeat, if
you want to convey energy and enthusiasm then don't hang out with negative
people. It really is that simple. If the individuals you spend time with
are positive, upbeat and energetic, then you cannot help but become that way
too.
Attitude is everything in sales. You can spend money for the best training,
hire the best coaches, sell amazing products and still struggle to meet your
sales goal. If you adjust your attitude, increase your enthusiasm and master
the art of conveying confidence about your product you'll find it easy to turn
your prospects into customers!Be Flexible – Rule 23
Do You have a Selling Attitude?
LEADERSHIP IS NOT MARKETING FEELINGS BUT DEMONSTRATING ATTITUDE
Do you have Attitude?
Staying motivated in August
Your Gratitude Affects Attitude
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About the Author: Meridith Elliott Powell RSS for Meridith's articles - Visit Meridith's website Click here to visit Meridith's website   Team Building 5 Tips to Get Everyone On The Bus The Power of Responsibility Just Do It Focus Speeds Up The Buying Cycle Are You Choosing The Right Leaders |
Related Forum Posts
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!!
- Yes, you are right Mal. Attitude plays a big role in it.
Robert
Re: What to do at the first roadblock?
- Upon first discouragement, dig in and see if things are as they seem. Sometimes, even though there are several products out there that appear comparable, they are no match. Maybe they do don't a good job of what they are intended for, or maybe there are several glitches in their system, or perhaps their customer service just plain stinks. Decide how you can "one up" all of these things and decide that you are going to create a better product that more people would want. Attitude is 95% of the battle. If you feel defeated before you've done any research on any of the other products, you're doing yourself a huge disservice. Give yourself a chance and see if you can be the BEST in every way. This will get you far no matter what the venture.
Re: Who hates cold calling?
- About 15 years ago I worked for this sales company that used to sell anything from Kitchen Knives to Dry Cell Torches. The owner was a very motivating guy and he would ask us to get to the office by 7.00AM and we could sing and dance for an hour before we went to sell the products in the streets, stopping anyone and telling them our products were on discount. We used to sell snow to Eskimos, why were we able to do that? because of PMA (Positive Mental Attitude). The key to cold calling is like beauty, in eyes of the beholder. If you have no PMA, you cannot sell. Remember the law of average that states that if you went to a dance and every girl or guy you approached for a dance decline your proposal. What do you do? Do you stop? If you have a PMA, you continue until you get one person who agree to dance with you despite how ugly you look, that is is PMA and that is the power of cold calling.
Simple way to avoid Cold Calling
- Gary,
A chiropractor I work with hates cold calling (me too!) and he uses a technique to warm people up to using his services - it's so simple!
In Sales your dealing with 3 pools of people:
1. Strangers
2. Prospects
3. Returning Customers
You need to move people from one pool to the next. We'll concentrate on #1 and #2 as it's most relevant to your question.
My Clients does the following (you just have to tailor it to your situation - be creative).
My Client (we'll call him Bob) Bob leverages his time and resources to only get people that need his offer (pain relief) to put their hand up. Dealing with Strangers can get expensive and they don't like to be told what to do as they have no trust or relationship built with him.
So to get Strangers to put their hands up he writes up an offer with a free report on a particular pain relief - let's say lower back pain (note: he can simply just change lower back pain to neck pain and have a new report). and uses multiple marketing vehicles to promote the Free report - magazines, newspaper, forums, postcards, private clinics etc.
The only people picking up this information are the very people Bob would like as customers as they have Lower back pain. Bob's Free report ends with him stating his services and includes a Free in-house Consultation with no obligation.
You'd be surprised at how easily Bob converts Strangers into Prospects. Note: They become prospects when they ask for the Free Guide and in exchange provide their contact details. This gives Bob unlimited opportunity to contact them for the Free in-house consultation with no obligation to continue using him.
At this stage Bob's ability to close the sale lies in his office providing good customer service, Bob's ability to help the prospect and provide value at the free in-house consultation.
Notice, he hasn't had to pick up the phone to COLD-CALL his Stranger pool or his Prospect pool.
Hope that example helps to increase your prospecting!
Re: Two Useful Books To Help You Focus On The CLIENT
- Hi David,
To add to your thread, I'd like to recommend Jonathan Tisch's "Chocolates On The Pillow Aren't Enough: Reinventing The Customer Experience".
Tisch's book includes content on "Welcoming Customers", "The New Art of Customization", "The Challenges of Customer Diversity" and "Offering Something Extra to Your Customers" to name a few.
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