Sales Tips – Keeping the Right Attitude
Salespeople are naturally optimistic, hoping to close every pitch they make. However, there is a harsh reality to face: the word “No”. It’s the one word no sales person wants to hear. A simple two letter word that carries so much behind it. In sales, it means “I failed”, and such negativity can make it feel as if there is a ten-pound weight attached to the phone for the next call. Today, let’s go over why it’s important to stay positive on every prospect, and some tips and trick to staying upbeat throughout the day so you can close more sales.
The Customer Knows
Have you ever tried to buy something where you knew that the person you were buying from didn’t want to be there? Did you buy from that person? A prospect must feel comfortable during all stages of the sales process, otherwise the sale won’t close.
Most communication is based on tone of voice and body language, and since prospects cannot see your body language over the phone, they are paying extra close attention to what you are saying and how it’s being said. Saying all the right things won’t matter in the end if you already sound defeated.
Many sales organizations have a quota to meet, making each missed opportunity that much more painful. This pain can lead to an increased level of stress, which can make you less effective throughout the day.
In fact, per Health Advocate, up to 60% of all employees feel like they lose productivity because of stress and negative emotions. Make sure to take charge of your emotions and don’t let the stress of rejection get in the way of closing your next sale.
Longer Sales Cycles
Have you ever felt like a prospect is dragging their feet on deciding whether to buy? Stress and negativity can affect how long it takes to sell a product. Sales needs to be about the customer and it requires proactive listening to discover your customers’ needs.
Prospects buy because the product you are selling fixes a problem they have. It’s up to the sales person to uncover exactly what that problem is and describe how the product can fix it. When you are distracted by external pressures and stresses, you may not be fully engaged with your prospect and can easily miss the real reason a customer needs your product. This results in an elongated sales cycle while you hunt for the truth.
The good news is sales isn’t all about “No”, and there are a lot of successes to be had in sales. The key to being successful is to rise above the challenges, and that all starts with self-reflection. Take a moment to understand who you are beyond your job. Change your definition of success and reinforce good behaviors. This probably sounds like well-intentioned fluff, but it can go a long way in leading to successes. Here are some tips to managing your emotions and finding joy in sales.
Finding joy in sales stems from a positive self-image. Sales will not come easy if you do not have a positive outlook on life. Positive affirmations can have a profound impact on perspective and they don’t take long to develop.
One exercise you can do is to start each day with “I Am” statements. “I Am” statements are simple to implement in your daily routine. Every morning, when you wake up, you make statements that begin “I am _____”, and then fill in the blank with one positive word that is true and honest about yourself. Repeat this exercise for five minutes every day and you will begin to walk into work ready to attack your call sheet. Even if it helps you make just one more call per day, that’s 200+ more sale opportunities every year.
Stay Removed from the Outcome
One of major pitfalls in sales is that it is easy to become too personally invested in a sale. Depending on the length of the sales cycle, it’s easy to see how this can happen.
You may spend weeks or months with a prospect, expending a lot of time and energy in hopes of closing a deal and earning a commission. And “professional buyers” know all the buzz words to keep you interested without ever committing. They often say things like “I love your product but I need to check with my team” or “Call back in a month” to keep you believing there is an opportunity while they explore all their options.
The key is to stay removed from the outcome. If a sale falls through, remember that another sale is waiting in the pipeline. By remaining detached you, and not the buyer, will be in control of the sales process. So, remove your emotions and remove the stress for everyone involved, as buyers respond better to sales in no pressure situations.
A poor attitude can ruin a sale before it’s even began. Earlier in the post we discussed the problems that come with a negative attitude, but that’s only half of the negative cycle. Fixing your attitude means nothing if you don’t also change your behavior. Bad behaviors can form bad habits which can be hard to break, and bad habits in sales can mean the loss of sales and customers.
The best advice I can give is to keep track of all your behaviors. Write them down, and write how you feel while doing them. Pick out the tasks which require extra attention and effort, or that you struggle to complete. Dread cold calling? Try changing the time you do it. Make it a priority and get it out of the way. That way your attitude will improve throughout the day as you get your least liked tasks out of the way. Behaviors drive attitude, so change your behavior and bring positivity back.
Sales people deal with rejection on a regular basis. A successful sales rep knows that tomorrow is another day and continues to put their best foot forward regardless of prior outcomes. It isn’t always easy. Emotions can overtake even the most seasoned veterans. However, by using positive affirmations, staying removed from outcomes, and avoiding bad habits you will become a more optimistic person and successful sales person.