Selling Career stuck in Neutral?
Is your selling career moving forward or going backward? There are reasons for each. They begin and end with YOU and attitude.
How you feel about something BEFORE it happens will influence the results to a much greater degree than any technical knowledge or skill you have.
Lets take a reality check
Some of what you are about to read you may not like. Examining yourself is not a comfortable process for most of us. No one likes to be told they need an attitude adjustment. Even harder to accept is in the end IT'S ALWAYS US.
I have supervised salespeople for over 20 years and I know what their daily routine should be. Those can be found in the section dealing with daily activity for successful selling.
Let's assume you do what you need to do every day. Not getting the results you anticipated? Think about HOW YOU APPROACH DOING THEM AND YOUR VIEW OF THE OTHER PEOPLE INVOLVED.
It starts every morning before you leave for work.
What happens at home sets up your entire day. GET YOUR HOUSE IN ORDER is rule number one. I know that's easy to say. I have seen more people with selling ability and talent fall by the wayside for this reason than I care to remember. If things are not good at home you are starting from behind. Whatever the situation is there are resources to help. Find them.
Earlier I said "its always us."
Laying blame for the results on someone else is not what winners do. Everyone has problems. You are no different than anyone else. I am going to give you a nugget my father gave me years ago.
LIFE IS NOT ABOUT WHAT IS HANDED TO YOU...IT'S ABOUT HOW YOU HANDLE WHAT IS HANDED TO YOU
Examine your attitude toward those around you
The Owner of your company This person, like you, is not perfect. Do not expect them to be. They are responsible for the welfare of everyone in the workplace. Because they have so many things to do at times they may appear short or aloof.They have people pulling at them from all directions. When you get to the top you will know what I am talking about.
WHAT IS YOUR ATTITUDE TOWARD THE OWNER?
You can view them one of two ways. You can inwardly resent them for being successful and "having it all" or you can view them for what they really are. THEY ARE THE PERSON WHO HAS EVERYTHING AT RISK. They have invested capital and work to build a business. They began by selling themselves on the idea a company like their's could succeed.They have entrusted their reputation to you. By extension YOU ARE THE COMPANY.
What does this person provide?
- A place for you to earn a great living for your family
- Company benefits that protect you and your family
- Do you drive a company car? What about an expense account?
- Contribultions to your retirement plan or 401(k)
Be thankful for the hard work this person has done and admire their creativity, skill and knowledge. You just might see them differently.
Your Sales Manager
This is a difficult job. The sales force is usually divided about this person. They are either a great leader or the reason people fail. Ah, there's the blame thing again. Your manager has your best interest at heart. They have a vested interest in your selling success. The better you do, the better they do. Don't forget that.
HOW DO YOU VIEW YOUR MANAGER?
Isn't it odd when your sales are good they are terrific and when you're down they're the last one you want to see. Why? Because they haven't changed, YOU HAVE. You've changed from knowing they are happy with your performance to knowing they aren't. If your attitude about your manager is where it should be this is when you can ask for help. If it's not you think they can't help you anyway. I know how salespeople think. Many of them resent sales managers for one reason.They think they can do the job better. (I know you have never thought that but some people do.)
THE RECEPTIONIST/PHONE OPERATOR
Talk about a tough job. How would you handle having to know the answer to every question you were asked. That's what they do every time the phone rings or someone walks in.
- Where is the boss?
- Where is the manager?
- Where is my salesperson?
- Where do I take this?
And they do it for a lot less than you make selling and they are expected to do it cheerfully. Think about something with me...
THIS PERSON IS THE FIRST CONTACT THE PUBLIC HAS WITH YOUR COMPANY....NOW HOW IMPORTANT IS THEIR JOB?
We could go on and on about the people in shipping and receiving, the technical support staff and the like. There are more people involved in your selling career than you think. Make certain you appreciate what they do for you and your customers. Show them such appreciation.
YOUR ATTITUDE IS WHAT CREATES THE RESPONSE FROM THOSE AROUND YOU...NOT THEIR'S
Bottom line? Winners have common traits and attitude is one that keeps them selling
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