Developing a Winner's Attitude

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SELLING BELOW THE PRICE LINE™

One of the foundational ideas in our sales training program, Selling Below the Price Line, is the importance of attitude. 

You can have great skills and terrific knowledge but if you don’t have an attitude that exudes confidence and enthusiasm, you will fail to reach your true potential.  It’s also important that you have a strong positive attitude about the value of your contribution to customer satisfaction.  So what exactly constitutes a good attitude?

Attitude is the total mindset of a person as it relates to any personal endeavor that person undertakes. A positive attitude allows you to take full responsibility for the condition of your life despite outward circumstances.  People with a solid, positive, healthy attitude are not victims over their life they are resilient.

When it comes to our day-to-day work in the world of sales and customer service it’s easy to forget that every interface is an opportunity to make the experience of being a customer more memorable. That’s why it’s important to do an attitude check at the start of every day. Start each day by visualizing the outcome you want to achieve.  Picture the people you meet and the attitude you will carry forward that will help you reach your goals.  Focus on what is exciting and what you are looking forward to.  Consider, “how can I make the life of my customer easier today?  Consider one area you can learn and improve today to create even greater value for your customers and your company. 

Without a sense of focus, direction, purpose and plan you will find yourself falling into the status quo of answering questions instead of asking them; addressing customer issues instead of discovering what the customer is looking for and attempting to creatively offer good suggestions. Without a positive attitude about your contribution to the customer’s objectives you will look like every other sales person your customer has encountered up until now. If you allow a lax attitude about customer relationship management, customer service, customer attention or customer satisfaction then over time sales will be lost to competitors and profits will go out the door with them.

Attitude checklist: 

Ask yourself these questions (adjust to your sales role)

• Is my store selling all it could? Am I selling all I can?
• Am I committed to ensuring that every customer I meet has an extraordinary experience? 
• Am I striving to know all I can about my industry, my market, my customers and my products or services?
• Am I advancing my ability to convert a phone call into an appointment then convert appointments into sales?
• Am I happy to see our store succeeding with revenues that exceed our cost of operations or am I just happy to get a steady paycheck no matter how well my store is doing?”

A good attitude will not let the status quo become the benchmark that defines business performance. A bad attitude tolerates failure and customer neglect. 

So how do you create a positive state of mind every day that supports you in doing your job as well as you can? 

Stay tuned for our next session to learn the four steps necessary for creating a positive attitude.