Attitude

Are You a Quitter but Don't Know it?

Written by Jim Domanski

10 Decisive Ways How NOT to Quit

Are you a quitter but just don't know it?

Nobody likes to think of themselves as a quitter but statistics would seem to indicate the many sales reps tend to quit far too soon and far too easily. In his article, "It's always too soon to quit," Lewis R. Timberlake revealed the following:

-         only 10% of people actually succeed at what they set out to accomplish
-         another 10% accept defeat and try to resolve these feelings by turning to various obsessions
-         finally, 80% of the population simply endures their frustration and blame their lack of success on circumstances

While not referring specifically to sales reps and perhaps a bit harsh, Timberlake's statistics are probably not that far off the mark. The percentage of exceptional and truly unexceptional reps is proportionately small while the vast majority of sales reps sit somewhere in the middle.

Being in the middle of the pack does not constitute failure but it does beg the question why aren't more reps exceptional?

Timberlake's take on the issue is that the number one reason why people do not achieve higher levels of success is because they quit too soon. By quitting he doesn't necessary mean throwing in the towel. He means giving up on actions that lead to success. He means stopping short. Folding too soon. For instance, instead of 75 dials a tele-sales rep might 'quit' at 60; instead of reaching 25 decision makers for the day they settle on 20; instead of taking a half hour to read a skills newsletter they quit and watch The Simpsons.

Why do Sales Reps Quit

First, it's easy to quit; there's nothing complex about it. The rep simply stops the effort when all that was required was a little perseverance and elbow grease.

Second, quitting is rewarding. Yes, rewarding. When a rep ceases an activity (such as cold calling) the frustration or rejection stops immediately.

Third, there is no immediate consequence. Quitting a task is very personal, silent and unseen, and there is no immediate reprimand.

Fourth, taking action means change and change is uncomfortable even if it is good for the rep. Many reps take the path of least resistance and quit at this stage instead of enduring the short period of discomfort.

Finally, Timberlake points out that many people quit simply because they don't know how to take decisive action to change their circumstance.

10 Decisive Ways To Take Action and Not Quit

If you sit in the middle of the pack and suspect you might be "quitting" on yourself, here are ten decisive ways you can take action, avoid quitting and succeed in sales.

1. Ask Yourself This Question

Ask yourself, "Is this what I want to do right now in my career?" If it isn't, if you're doing the sales job out of desperation and hate it, get out. This is the legitimate time to quit. If your heart's not in it you won't have the motivation. But if you think you can do it, then give it your best shot and continue reading.

2. Shut up and Take Responsibility Now

Stop being a victim. Victims give up. Stop the irresistible temptation to whine, lament and excuse your behavior. Don't blame your manager, the list, prices, product and the economy for your less than stellar results. Say to yourself, "Okay, things aren't going so well, what am I going to do about it?" This question puts the onus on YOU and no one else to take responsibility for your success.

3. Avoid the Quitters

Avoid co-workers who drag you down with negative talk; those who look to justify their mediocre results by pointing fingers at others or at circumstances. Misery loves company. They'll infect you with their negativity and they'll persuade you to quit on hard work or smart work by offering reasons not to push harder.

4. Hang out with Winners

Get to know, work and hang out with the winners in the office, the top producers; the best of the best. Ask them questions. Learn. Observe. Absorb. You'll see they do the extras here and there. Copy them. Winners don't quit. They finish the task.

5. Find a System

A system is a step by step way or method of doing something. It might be a good opening statement, a killer voice mail template, a technique to get past a get keeper, a way to handle smokescreen objections. Find out what the best of the best do, steal it and apply it. This will reduce frustration and discouragement and increase success. The net result is less tendency to quit.

6. Do it Now! Implement Your System Immediately and Stick to It

Make a small poster with the words "Do It Now" printed in big letters. It's your new motto. When you find your system or you learn a new technique, skill or process, don't wait to implement it. Apply it immediately. The sooner you start, the sooner you'll master it and reap the benefits. Don't wait till Monday. Do it now. Then give it your best shot by sticking to the plan. It takes a little time for results. Don't give up if you don't get immediate success.

7. Get Some Skin in the Game

Here's a heck of way not to quit: get some skin in the game. This means investing YOUR money and your time in self development. It might mean buying a sales book, investing in a webinar, purchasing a sales DVD or downloading a MP3 recording. Once you reach into your pocket and spend your hard earned money you'll find you want to quit less and get an ROI more.

8. Work a Half Hour Longer

Come in 30 minutes earlier or stay 30 minutes longer each day. An extra half hour a day amounts to only 2.5 hours per week but that means 10 hours per month or 120 hours a year. Imagine the dials, connects, visits, presentations and the sales you will make with an extra 15 days a year? Too tough? Start with 15 minutes more a day and you'll still get incremental results.

9. Set Targets

Everyone knows targets are important so commit to a set of goals every day. Set meaningful goals and then post them in front of you so you don't quit when you are five dials short of one decision maker contact away from achieving your objective. Whether it is an activity goals (e.g., dials, contacts, visits, etc.) or a revenue goal (or both), set it and push yourself to get it. Make the extra calls. Push yourself for the extra visit. Git 'er done.

10. Find a Cheerleader, a Coach and a Conscience

Whether it's your manager, a peer, a mentor, a friend or a spouse, find someone to act as a cheerleader, a coach and above all a conscience. Share with them your daily targets and report the results to them every day. They'll give you high fives, they'll give you advice or encouragement or they'll give you a little frown. Whatever the case, you win.

Now you know what to do. Go out and do it. And remember the famous words of Winston Churchill, "Never, ever, ever quit."

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The Charisma and Charm Necessary to be a Sales Champion

Sales Mindset - Attitude

Written by Carson V. Heady

Whether closing down business, asking someone on a date or taking what you want in life by force, key personality traits are required to reign supreme. Sales is an attitude. It is a psychological tug-of-war, and, to come out on the winning end, you have to have a healthy stockpile of wits, charm and swagger in your bag of tricks.

People often mistake or misuse aggression for assertiveness, arrogance for confidence or boorish bullying for clever closing. A customer will not be strong-armed into making the decision you want them to make. In fact, it really all begins with realization that the sale itself is the customer's own decision! You can give them all the food for thought in the world, but your prime directive is making their fear of standing pat outweigh their fear of making a change. This is done by making them see the parade passing them by; making them understand that they are missing out on something significant by doing nothing.

All of this said, a customer, a dinner date or anyone else with something to offer you, for that matter, is not looking for status quo. Like a seasoned sales professional, they have seen it, done it, and lived it all - or so they think. This is why constant reinvention of yourself is paramount to survival and success; you have to become a true student of the selling game to master it. While a potential client cannot be steamrolled or taken by force, they are attracted to less-than-subtle gestures or personality traits that you want to exhibit and exude.

Confidence is #1. No one is going to instill any faith in someone with no confidence; be it in the product or in themselves. I have to say, there are many people for whom this comes naturally. If being confident or portraying an aura of greatness does not come naturally - fake it. It is a must when it comes to breaking on through to the other side in the sales arena. In life, we often have to throw ourselves into daunting situations; this devil may care attitude may not always go as we planned, but the trick is to be able to look back with no regrets and know that you did all you could. Showing confidence in yourself and your product or service is infectious; your high level of belief will rub off on the customer.

Everything your customer says or does must appear to be anticipated. Never let anyone see you bleed or affected by even the slightest unexpected action. This will come predominantly with regular repetition of a heightened sales strategy; once you have done several hundreds or thousands of sales presentations, you get used to the objections and the rejection and you can often anticipate their moves before they make them. Intertwine your overcome for a common objection before you even hear the objection. Surprise your client by saying, "Perfect!" or "Exactly!" when they try to deal you the death blow of an objection, acknowledge the objection, put it in its place with their own words or phrases you gleaned during the fact finding and move on undeterred. The big thing about sales is guiding (not pushing) customers as far as you can to the water. You cannot make them drink but you can tell them how darn good the water tastes and give yourself the best shot at a success. If you make that water out to be the most refreshing beverage in the world, more often than not they will make the decision to buy.

Finally, know that mistakes are not mistakes. They are experiences. Take the good out of literally everything you encounter. Every place and stretch of time has a rainy season, which is a necessary period of cleansing. Sure, the rain may inhibit activity but it nourishes the ground for what is to come. Your rainy season may be a slump where that sales "sun" refuses to shine but you must learn from each and every stumble across the path. Be able to look back on each sales visit or call and recognize the specific reason you fell short or what you could have or would have done differently. Quickly analyze those items, keep the learning material and discard the emotions attached to the defeat. Do not wear the losses (or wins, for that matter) on your sleeve. It is over. Move forward and apply your heightened sales strategy to that next potential customer.

Personality, charm, charisma; these traits go a long way in setting yourself apart from everyone else who has called your customer before. That said, they will dictate if you will succeed or if you will befall the same tragic defeat your lesser skilled peers did.

Is it in you?

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The Foundation to Sales Success in Today’s New Economy of Buyers

Sales Mindset - Attitude

Written by Bob Urichuck

Selling in today’s new economy of buyers requires a strong foundation in order to succeed. It is crucial to your overall success to begin with a strong foundation to support the productive behaviours within your Selling System. Your attitude, which stems from your individual beliefs, is the foundation for productive behaviours and sales velocity.

A brand new positive and proactive attitude will certainly attract more buyers. It will assist in changing your ineffective behaviours or habits into defined daily disciplines and efficient habits will provide you with more focused targeting. The result will be a better return on time invested (R.O.T.I.).

Do you believe in yourself? Do you have faith in your organization, the team, and the products and services that you sell? Do you trust there is a market out there for your goods and services? These are three areas that you need to focus in on.

The answers to these questions will determine the sales results you achieve. Plainly, it is your beliefs that determine your attitude. Your attitude determines how you feel which in turn determines the actions you take. Subsequently, the actions you take determine your end results whether it is sales related or not.

If you are not getting the sales results you seek, then, the root of the problem lies with your beliefs and values. It is time to exam those beliefs.

Beliefs are often based on external influences such as the media, friends and family, work associates, customers, etc. External influences can negatively affect our values and beliefs. These influences are subtle and we may not be aware of them.

The media reports that organizations are cutting costs and downsizing. People are loosing their jobs. If you believe that your organization is headed in the same direction, you may also believe you will loose your job. These thoughts will definitely impact your attitude, the way you feel, the actions you take and your future accomplishments.

Neither I nor anyone else can change your personal beliefs. Only you can do that. The best advice I can offer you is to avoid harmful external influences and to maintain a positive outlook. Focus on the facts and choose the right road to a successful future.

Let go of the things in life that you cannot control and take control of what is under your control - your attitude, thoughts, reactions and self-talk to name a few.

If you truly believe in yourself, you will be far more confident and more aware of the current economic situation, and what is, and what is not under your control. You will not be easily swayed by external circumstances without some analysis.

You will certainly offer better service to your prospects and customers if you embrace the right attitude. You must strive for measurable results and believe in your organization, your team, your products and services, and most of all, believe that you are selling good value for the money. This is a winning attitude, the right attitude.

Even during uncertain economic times, you must continue to work hard in that market and attain fundamental results. It is imperative you believe in your organization and the people and products. If you don’t demonstrate faith in your working family, it will be reflected in your sales approach and buyers will know it.

Your attitude and body language are personal advertising for the services you provide. Ensure your representation is positive and productive. In turn you will witness an increase in your sales velocity.

The current economic conditions has created a new economy of buyers. Buyers are attracted to those who have a strong foundation. That foundation is 100% under your control. Take control of your attitude and you take control of your life, and your sales results.

Go after the sales results you desire. It is inevitable that with the right attitude success is just around the corner.

Excerpt from the book, Up Your Bottom Line, with the Velocity Selling System by Bob Urichuck

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Being Honest With Yourself

Sales Mindset - Attitude

Written by Colleen Francis

Adapted from Honesty Sells (Wiley Publishing) by Colleen Francis and Steven Gaffney

Lying to yourself is one of the worst lies we can tell. First, when we lie to ourselves it affects our attitude and our ability to communicate with others. Second, acting like ourselves is more powerful than trying to act like someone else. That’s why honesty is more effective than mirroring personality profiling or other strategies that seek to forge a false bond with clients.

The top 10 percent of salespeople know how to steer clear of dangerous assumptions and lies that the mediocre tell themselves in business. 90% of sales people fall prey to dangerous lies that keep them from succeeding. That’s why I’ve itemized the 4 most lethal lies I’ve witnessed salespeople telling themselves. Some items on the list may seem obvious to you. And that makes them worse.

1. Treating Prospecting as Something You’ll Outgrow Eventually

After hitting their targets again and again, some find it tempting to start looking at prospecting as something they don’t need to do anymore. Incredibly, sales trainers often hear stories about seasoned salespeople who say they’re too experienced to prospect… or that cold calling is beneath them. That’s crazy! Prospecting is the lifeblood of a successful sales strategy. It’s how you constantly cultivate new business opportunities and grow your client base. Without including this as a fundamental component of your regular business habits, you could be putting your career at serious risk. Everyone needs to prospect… no matter how successful they are. To be effective at prospecting, you need to have more than a system for attracting qualified buyers. You also need a sales funnel that’s three times larger than what you need in sales. Stuck for ideas on where to find prospects? Check out Chapter 4: Exhibit 4.1 for 16 ideas that will keep your funnel full all year long from Honesty Sells (Visit www.HonestySells.com to get your copy)

2. Believing in the Adage “Nothing Personal… It’s Just Business”

Big mistake. Successful sales professionals will tell you that in business, everything is personal and further we believe that if you are serious about your career you should take it personally! People buy from people they like and trust. And that’s personal! It’s true. In essence, when a client chooses one salesperson over another, what they’re really saying is that—other things being equal—they like one better than the other. Great sales records are built on likeability and trust. Likeability is personal. Establishing and maintaining great personal rapport is how you build trust between yourself and your clients.

3. Treating Any Prospect as if It’s a Sure Thing

Remember Benjamin Franklin’s sage advice—nothing is certain in this world other than death and taxes. In sales, no matter how great a particular prospect may look to you, things can change in a hurry. Even after a contract is signed, a sale can still fall through. I once saw more than $60,000 vanish into thin air in Plano when a tornado blew through the Texas headquarters of my prospect… while the contract was still being finalized by the legal team. In sales, the most volatile time is the time between when you receive a verbal go-ahead from a prospect and when the contract is received. That’s when anything can happen. So count your deals only as 100 percent in your pipeline once you have a signed contract and a purchase order.

As a buyer, my husband Chris and I have had two real estate contracts fall through in the last year after they were signed, but before the closing dates. It’s never over until the money is received.

4. Believing “My Success Is Unrelated to My Attitude”

Tennis pro Chris Evert was once quoted as saying:

“The thing that separates good players from great players is mental attitude. It might only make a difference of two or three points over an entire match, but how you play those key points often makes the difference between winning and losing. If the mind is strong, you can do anything you want.”

Colleen’s father, Ted Francis (a now retired but career sales professional), is noted as saying:

“Suck it up! It’s all in your head!”

Both are true.

Ensuring an honest relationship with your client means starting with yourself and your own attitude.

All top-ranked salespeople share this point of view. If you ask them—as we have, repeatedly—what they do that makes them so successful, they’ll answer: “It’s my attitude!” Successful salespeople love what they do. They love the companies they work for, the products and services they sell, and the clients they serve. They also take personal responsibility for ensuring that all of these points remain true. By our measure, they live by four simple rules for being honest with themselves:

Nobody Can Choose Your Attitude for You

If you’re waiting for someone else to come along and motivate you, you will wait forever. Never let others take control of your thoughts. Only you can develop a better attitude for yourself. In trying times, the only way to improve your circumstances is by adopting a positive outlook. No matter what extraordinary sales techniques you learn during your career, these will fail you if you don't believe in yourself, your products, and your market.

The People Around You Are a Direct Mirror of Your Attitude

Attitude is contagious. It’s amazing how individuals who consistently display a poor attitude are the same people who expect their family, coworkers, friends, or employees to remain upbeat. Remember: You become who you hang out with. Think of it as the law of human magnetism.

Maintaining a Good Attitude Is Easier than Regaining One that’s Lost

If you already have a good attitude, great! Do everything you can to maintain it. Read positive books and listen to motivational tapes. Stay away from the news first thing in the morning and get rid of people in your life who are bringing you down. Sure, it’s not always easy, but you will thank us for this advice when you are celebrating as the top sales rep in your company next year.

On the other hand, if you have difficulty expecting the best from yourself and others, don’t give up. Remember item number one on this list—only you can choose your attitude, so it’s up to you to change it.

To achieve your maximum potential, you must first be honest with yourself. Prove your integrity with your words and actions. Find time to prospect every day. Remember that all business is personal. Take it personally so you improve faster. Don’t treat any prospect as if it’s a sure thing. Nothing’s certain. And absolutely everyday work on your attitude. It absolutely affects your sales results.

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What will your Legacy be?

Sales Mindset - Attitude

Written by Bill Sayers

This article is dedicated to my friend John Zsolt who died in a snowboarding accident two weeks ago. It was his 46th birthday. During the reception, after his funeral, his brother, godchild and friends spoke about John and what he meant to them and to everyone he knew. There were very few dry eyes in the room. John was a successful businessman, the club champion snowboarder at Beaver Valley, a sailor who owned and raced a sailboat, a loving husband and father, a wonderful cook, a good friend to many, and a great friend to a lucky few.

He was a good man and I will miss him……………

What will you be remembered for?

When it comes to your business – what do your customers see you as? Are you respected or resented? Are you trusted or tolerated? How do your customers treat you? Are you invited to participate in planning sessions and meetings related to your product or service? Or are you called for your best price in order to keep your competition honest?

What are you doing about your legacy as a sales person? How will you be remembered when you finish your career? When people talk about a great sales rep there is a sense of awe and admiration. People have great respect for these reps and customers and the staff at the companies they work for look up to them. When people talk about bad sales reps, there is no awe or admiration there is a sense of resentment and wonder at how someone can be that bad and still have a job.

I have always maintained that being a great or a marginal rep takes work. Focus on working to be a great rep. That greatness comes from having a clear vision for success and what your goals are to achieve that success.

What are you doing to create your legacy as a sales professional?

Your behaviour and attitude are the two key factors that will determine how you are remembered. Both are under your control. So what is your focus each day? Is it to get through the day without any problems and issues to deal with? Or is your goal to provide your customers with the service they deserve, the experience of your support and your companies capabilities?

How are you playing your game of life? Are you playing the game “Not to Lose” or are you playing the game to “Win”. If you are playing the game to win, you do what is needed to get the job done. You do what is “right” and what is “ethical”. You are not afraid to buck the system when necessary and when to push back with your customer. You do not get caught up in bad processes that your company has created. You do not compromise your integrity and you have great respect for everyone you work with. You build your business on relationships and earn each win based on your reputation.

You know who you are. If you are not comfortable with who you truly are, how can you be honest and be trusted by others? When you are comfortable with your self you can take a stand on issues that are important to you. Knowing that, you will not back down on those issues. People know where you stand, though they may not agree with you. However, they will respect you for that opinion and stand because you do not make it personal.

If you are clear and focused on what is important to you, then you can compete and push for what you want for yourself and for your customers. That focus allows you to put forth the effort to do the things that you need to do to be successful.

Why will you be missed………

As business people we all have times in our career when we chat about the “glory days!” It was a period of time you can remember in great detail and have fond memories of. So when you leave a job and move on to new customers look back on your relationships; how will you be remembered? Most people never get to really hear how they are doing. That is why you do reviews and solicit feedback from staff, suppliers and your customers. What are you going to be missed for?

Sayers Says………

What will your legacy be? Are you working at being a great sales rep or an average sales rep? How are you playing your game of life? From whom are you getting feedback on how you are doing? What will you be missed for?

I am going to miss John’s laugh………………….

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Attitude

Are You a Quitter but Don't Know it?

10 Decisive Ways How NOT to Quit

The Charisma and Charm Necessary to be a Sales Champion

The Foundation to Sales Success in Today’s New Economy of Buyers

Being Honest With Yourself

What will your Legacy be?

Sales Articles

Sales Articles

Sales Articles