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Give a Little Attitude to Your Prospects

How do you stand out in a crowd of salespersons who are all clamoring for your customers’ and prospects’ attention and money?

By your attitude, of course. Which reminds me of a story.

There’s a little boutique shop that I walk by on my way home from work every night. One evening, I noticed this stunningly gorgeous jacket in the front window. Entranced, I had to step inside to try it on.

The sales woman brought my size, and as I slid my arms into the luxurious sleeves, I asked the price, which the sales woman told me as I turned to see myself in the mirror.

It was a fantastic jacket, but the price was too high and frankly I didn’t need it, I said to the sales woman. With a confident and understanding smile, she said, “No one needs this exquisite jacket. You buy this jacket because it’s beautiful on you and it makes you feel great.”

Her attitude was spot on to sell me that jacket.

But it’s not that simple, is it, to have exactly the right attitude at the right time? If it were, everyone would be in sales. Here are 4 steps towards giving your prospects a little attitude to enhance your natural sales talents:

1. Cultivate a positive attitude. This takes some creative strategy on your part because some days it’s just too hard to maintain a positive attitude when everything that can go wrong does. Take a note from Monty Python’s “The Life of Brian,” and “Always Look on the Bright Side of Life.” If you can find the good in every situation, you’re on the right track. If you believe you can control your attitude through your own thoughts, this will be small potatoes. If you’re not quite at that point of belief, practice this every day. Look for the positive in every situation. There is always a positive. Even when the prospect says “no,” you know statistically you’re that much closer to a “yes” today.

2. Cultivate an attitude of ownership. Let your prospect’s problems become yours. If you can bring the same amount of energy and zeal for solving your own problems to those of your prospect’s, you’ll find the passion you need to take every measure possible to seal the deal. Then the conversation becomes what “we” can do versus “here’s what you should do.” By taking ownership, you put yourself on the side of the prospect and can see things from his or her point of view. You’ll instinctively look for the best possible resolution you can find.

3. Cultivate a competitive attitude. Believe that competition makes you better. If it weren’t for competition, you wouldn’t need to stretch as much as you can, and you wouldn’t find the most creative ways to respond to your prospect’s questions and concerns. The old saying “winners never quit, and quitters never win” should become your motto.

“Press on. Nothing in the world can take the place of persistence,” said Ray Kroc, founder of McDonalds. Once you embrace the competitive spirit, use it to drive everything you do. Use it to find a way to place your product or service ahead of the competition in your prospect’s eyes. Use competition to motivate you to reach for the impossible and go after that dream client you’ve always wanted.

4. Cultivate an attitude of gratitude. Do you let your clients and prospects know that you’re grateful for their business and their time? If you don’t, take up the practice of sending hand-written thank-you notes to your prospects and customers for the little things that matter. Thank a prospect for taking 15 minutes out of his busy schedule to meet with you. Thank a customer for their recent order or for giving you a referral. The practice of writing down the things you’re thankful for will develop an attitude of gratitude that will resonate with prospects and customers. And it’s good for your health. Dr. P. Murali Doraiswamy, head of Biologic Psychology at Duke University Medical Center, claims, “If [thankfulness] were a drug, it would be the world’s best-selling product with a health maintenance indication for every major organ system.” You should get in on some of that.

 

These four attitudinal changes in your behavior will set you head and shoulders above the competition. Make 2015 your best year yet and give them a little “attitude.”

An attitude of continuous professional improvement will also make sure 2015 starts off on the right foot. Natural Training’s programmes teach you how to use your own innate talents and abilities to reach higher heights than ever before.

Call us today to discuss how we can help you improve your sales techniques, presentation skills, or negotiation methods — all in your own natural style.

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