Peady’s Selling Engagement sponsored by IRD Prospector
“Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect”.
This brilliant quote comes from American businessman, philanthropist and author W. Clement Stone who emphasised using a “positive mental attitude” to succeed. Google any of his books you’ll find them invaluable.
In my role I get to travel to many parts of the world and work with sales people and business owners in such diverse markets as Mumbai, Johannesburg, Auckland and Nairobi as well as right here in Australia. As a result I get to hear how sales people are making a difference to their customer’s lives.
It’s tough!
According to many business men and women the pressure is on. They tell me it’s all about hitting or exceeding unreasonable profit targets, while others say the market is tough or it’s not like it used to be; “people are not buying”. The excuses seem to go on and on.
From a sales perspective many salespeople also buy into the “times are tough” mantra much of which isn’t true. I believe that if you offer and demonstrate value, are committed to your customers, work to find and satisfy their needs and really provide great service they will buy.
The money is still there
The truth is that the “money” is always there, it may be less for some who can’t deliver on their promises, but it’s always there, sometimes it just moves around. It might move from one business to another, but business growth is still there, the opportunities still exist. It’s just a matter of proactive sales people getting out there and exploring the options, finding those opportunities.
No doubt the sales paradigm has changed. Truly effective sales people have to do things differently; they need to think about how their clients perceive their product or service; how their prospective customers will use their product or service; how to effectively connect with those customers.
Real success is based on attitude
Many of the successful sales people I work with have come to terms with this changing market. The ones that are doing well constantly refresh their skills and train themselves on a regular basis, usually once a week. Additionally they have a keen eye on competitive activity and observe specific industry nuances. They are always looking for the opportunity that will help their clients.
In any business real success is based on attitude. If a sales person meets with a prospect and doesn’t know their product or service what happens? The prospect loses confidence in the sales person. Then if the sales person doesn’t develop rapport with the prospect what happens? They lose even more confidence. Finally, what if the sales person can’t (or won’t) find the prospect’s real needs; now what happens? Nothing! Not a thing. No sale!
Fact
Product knowledge, demonstrating value, building rapport and solid relationships, finding real (not perceived) needs all combine to form an “invisible benefit”. The benefit that gives the salesperson the “right attitude” and it rubs off. They get confident, and their prospects or clients can feel that confidence, then repay it.
Remember what W. Clement Stone said about attitude?
About the author
Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]
