Your Attitude Toward Sales
Your attitude determines your success in sales. More than any other skill! Before you start your career, make sure you have the right mindset for the long term.
In this article, I will give you an overview of what I consider the most essential requirements. The basic rule is: hard work beats talent! Only those who can motivate themselves over the years to take the necessary steps will be successful in the long run. This is not easy because you have to deal with rejection and defeat in sales. The best way to do this is to enjoy and develop a passion for your work!
Eight essential attitudes for sales excellence:
Successful salespeople take pride in their work!
You have one of the most essential jobs in our economy. Your work provides the revenue your company needs and the jobs of many of your colleagues. You also ensure that your customers make the best possible purchasing decisions. In doing so, you also contribute to their economic success. You do important work for both parties. You can present yourself confidently but respectfully to potential and existing customers.
The sales profession often has a negative image. Personal experience with unwanted calls from call centers and door-to-door salespeople makes this understandable. Don’t let that deter you! Build trust with the person you are talking to and work together to find the best solution. If in doubt, refrain from selling if this requirement is unmet. Then, you can be proud of your profession and be successful in the long run!
Successful salespeople set goals and reward themselves!
This doesn’t just mean the financial goals your company sets for you. This extrinsic motivation alone will not make you happy in the long run. Regularly set small goals that can be achieved in the short term. That way, you will always have a motivating sense of accomplishment.
This could be a product demonstration for an essential new customer or completing a sales training course. Break big goals down into smaller ones. Write down your goals and set a time frame. This will help you keep track of them. Reward yourself when you achieve a goal! This will motivate you to tackle the following tasks with vigor.
Successful salespeople care about the customer!
Don’t just sell your product. Help your customers solve their problems. To do this, you need to know your industry and the day-to-day operations of your target companies. Ask questions and take an interest in your customer’s individual situation. Identify bottlenecks and make suggestions to eliminate them. This way, you will be perceived as an expert and gain their trust.
Don’t just present a list of product features! Show how your solution improves the customer’s processes. Show them a path to a better future. Then, you will have good conversations about the benefits of your products – not the price.
Successful salespeople are good listeners!
For us, talking is as natural as listening. That’s why we often underestimate the power of listening. To sell, you have to listen! You will fail if you just try to sell your product to your customers, regardless of their needs. Spend twice as much time actively listening as you do talking. Mnemonic: We have two ears but only one mouth!
Ask open-ended questions when the conversation gets bogged down. This will keep your interviewee talking and discover what motivates them to buy! Take notes in bullet points and summarize your customer’s statements in your own words at the end. Ask if you did not understand something or if the statements were too general. This will help you avoid misunderstandings. This is especially true on the phone, where you cannot see the other person’s facial expressions and body language.
Successful salespeople know their customer’s buying process!
Walk the customer through their process. Give everyone involved confidence that they are doing the right thing. Get confirmation at each step that you are on the right path to closing the deal together. Knowing where your customers are in the process is key to effective selling.
The people you are talking to want to deal with people who will help them make a buying decision. The most successful salespeople help their customers think not just about what to buy but how to buy it. Identify obstacles in the buying process and continually track progress. Don’t focus on selling your products. Instead, focus on how your customers make buying decisions.
Read more about this in the article “Customer-Focused Sales Process”.
Successful salespeople focus on what matters!
There are many ways to waste time, but there is only one way to get it back. Value your time and your customer’s time. Create an agenda and set a time frame. Prioritize your tasks and always start with the most important one – even if it’s the most unpleasant!
Think on paper and make a plan. There are many good books on time management. I recommend Eat That Frog by Brian Tracy and Getting Things Done by David Allen. Brian Tracy writes, “One of the worst uses of time is to do something very well that doesn’t need to be done at all.”
Successful salespeople are always learning!
Lifelong learning is essential in sales. The world around us is evolving, as are our customers and their needs. The way companies buy is also constantly changing. Read something related to your job every day. The hours you spend in your car can be used with audiobooks and podcasts. That way, you’ll stay current and won’t be surprised by new developments.
Successful salespeople have courage and persistence!
The fear of saying “no” in everyday sales is a problem. No matter how hard you try, you may end up with a rejection at the end of the conversation. You have to deal with it. No one can close every sales call. Be bold and always ask for the business. Otherwise, you will waste too much time on offers that do not lead to success! If you are not successful, analyze why. Try to avoid those mistakes in the future. Then, turn your attention to new opportunities.