Change Your Sales Attitude
Why is it that when we make a sales call on the company we automatically see them as superior?
Salespeople put themselves in a difficult position even before they walk in the door when they take on the attitude that they are “less than.” That is, when you are considering your approach to a new prospect, do you find yourself wishing for an appointment, hoping to get something to quote on, or longing to make them a customer?
Stop doing that!
What if you sold with attitude? Make your approach, “I believe that a good vendor is as important as a good customer” and you will come from an entirely different perspective.
Do you work hard for your customers?
Do you believe they should value what you do?
Do you believe that you are an asset to their business?
Then you’re selling attitude should be a confidence that walks right up to the line of cockiness, but does not cross it.
You choose your customers every bit as much as they choose you. You have the right to expect certain courtesies.
And you have more power than you think you do.
You are far from, “less than.” You enrich the businesses that you work with, helping them to grow, to differentiate, and to thrive. They are lucky to have you.
The next time you find a prospective company to call on, remember that. Put that kind of thinking between your ears. When you do, what comes out of your mouth will be an unmistakable confidence. Your perspective customers will hear that confidence and it will make a difference as they size you up.
Check out all of Bill’s sales training options at www.aspirefor.com or call Bill at (781) 934-7036.
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at firstname.lastname@example.org or (781) 934-7036 to discuss your sales challenges.