Successful Sales Reps are APTT to Succeed (Part I)
ned. I suggested that I drop by for a mid-afternoon visit, but he mumbled about finishing some important projects. What would you do in this situation?”
“Perhaps attitude isn’t my strong suite,” Helios said. “Because I’d probably just throw up my hands in despair.”
“A good attitude means finding a way around roadblocks like these,” Zoot explained. “So I asked Chevy to meet for breakfast at 7am. I figured if I caught him before his day got busy, he’d actually have time to listen to my proposal. Sure, I had to get up a little earlier in the morning, but my willingness to be flexible with my schedule turned out to be just the icebreaker I needed. As I expected, Chevy was attentive and receptive to my message. And I could tell he was impressed by my willingness to go the extra mile.”
“And today Chevy’s is one of our largest clients!” Helios exclaimed.
“Bingo,” Zoot said. “Attitude is crucial to sales success. Ignore negative influences around you, which do nothing but undermine your efforts to achieve success. Instead, focus on all FEI has in our favor and turn it into a great selling proposition.”
“I can’t wait until our next lesson!” Helios said.
“Patience, Grasshopper,” Zoot said. “That’ll have to wait until next week.”
Next week: Zoot teaches Helios that planning is integral to sales success.
Today’s FIRE! Point
Every great salesperson must possess these four traits: Attitude, Plan, Think and Tact. Once you have mastered these traits, you're ‘APTT’ to win more business and lock in customers for the long haul.
FIRE! In Action: Don’t Let A Bad Attitude Poison Your Business
T.J. Tedesco recently talked with the owner of an ailing printing company, whose formerly 60-employee business had been reduced to 30 employees. Though the owner wasn’t quite ready to throw in the towel, Tedesco could hear defeat in his voice. A bad attitude at the top will infect the rest of the company and create a poisonous culture of despair that will only perpetuate bad fortune.