3 Attitudes that will help you win at sales
One of my favourite podcasts is the Advanced Selling Podcast from Bryan Neale and Bill Caskey. Some of their more recent episodes have been talking about sales attitude which has been really powerful and give great insight on how to win at sales.
Whilst a sales process and methodology is vital, attitude is the winning ingredient. A sales person with a great attitude and a poor process will ALWAYS outperform a sales person with a poor attitude and a great process.
“We can complain because rose bushes have thorns, or rejoice because thorn bushes have roses.” ― Abraham Lincoln
So, what are my winning picks in terms of the best sales attitudes?
Abundance – Steven R Covey talks about an abundance mindset versus a scarcity mindset in his book – The 7 Habits of Highly Successful People. An abundance mindset is one where you believe that the opportunities are abundant, you can focus on “deals” that provide a genuine value add and there is a great fit between your company and the prospective client. Scarcity on the other hand drives you to believe that opportunities are rare which breeds stress and anxiety.
Abundance says everyone can win, scarcity says there has to be a winner and a loser.
Intent – If your intent when dealing with a client is to win a deal, close a sale, make a commission, please your boss or not upset your boss – you are thinking exclusively about selfish motivators. Your sales intent needs to be focusses exclusively on your client – helping them solve a problem, be more efficient, improve their business, save money or some other client focussed item.
Ironically if you focus on these client based items you will achieve all of the “selfish motivators” as a consequence of selfless motivators.
Detachment – Many sales people think of each sales opportunity as a precious artefact that needs to be nursed and cared for and as a consequence are not prepared to take any risks with the client, often this is driven by a scarcity mindset and selfish intent in selling. It leaves you in a subservient position and with little or no influence. By simply forgetting about the “need to close” a deal and focusing exclusively on what’s best for the client you will close many more sales and have a much happier life as a sales person.
Detaching yourself from the sale and focussing on helping clients will help you win much more business.
“The greater part of our happiness or misery depends upon our dispositions, and not upon our circumstances.” ― Martha Washington