So, what makes a winning sales attitude? I’ve been in sales and marketing most of my life. I’m typically an upbeat, positive individual. When I was younger, my nickname was the “can do” kid. I approached sales as an optimist; my glass was always half full, and I was going to fill it to the top. My positive attitude served me well, but a “can do” attitude is only a small part of the mindset needed to succeed in sales. There’s a lot more to it than RA-RA Sis Boom Ba.
What Makes a Winning Sales Attitude?
It’s a CASE Study
As crucial as PMA (positive mental attitude) is to the success of any salesperson, there are four additional states of mind that, when combined with a positive outlook, lead to sales success and happiness. I’ll make a CASE for them.
C is for Consultant
Successful salespeople act as consultants to their clients. They listen to their customers, share best practices, and solve problems.
A is for Advocate
The best way to help your customers is to promote them. Shout their virtues to the world. When a salesperson helps a customer find customers, it transcends salesmanship—it becomes friendship. Friends help friends.
S is for Student
The best salespeople never stop learning. They research their customers, know their industry, follow their competition, and know more about their products than anyone.
E is for Educator
Professional salespeople educate their customers. They even tell them when they’re wrong and why. They learn, share, and teach.
It’s More than a Glass Half Full
A winning sales attitude is more than a charming smile and an upbeat swagger. It’s about sharing, advising, and supporting. It’s about doing what’s best for the customer—even when it’s not what’s best for the salesperson. It’s about listening to and learning from the customer about their needs, wants, and desires and then fulfilling them. It’s about solving problems and making customers happy. And if that puts a smile on a salesperson and a client’s face—that’s a positive thing, isn’t it?
Are You in Sales Management?
Are you leading people or managing projects? Do you set goals based on activities to continue, eliminate, or improve, or do you strictly look at the results? Do you believe one sales strategy fits all your clients and sales team? If so, you’re walking the streets I paved, and those streets lead to disappointment. The good news is if you recognize these behaviors in yourself, you can change. I did. I eventually became a highly effective sales manager, and so can you. This workbook is the place to start. The New Sales Managers Workbook
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Photo by Austin Distel on Unsplash