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.”
My father’s Ted Francis (a 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 for whom they work, 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 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, co-workers, 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 that are brining 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 #1 on this list-only you can choose your attitude, so it’s up to you to change it.
Dedicated to increasing your sales,