Sales Information |
At-ti-tude, n
At-ti-tude, n. One of Webster's dictionaries describes the word attitude as: a mental position; the feeling one has for oneself. Your attitudes are mindsets-or points of view based on what you believe to be true about life, other people and yourself. The $elling EdgeŽ, Inc. has taught thousands of selling professionals how to consistently close sales. Some of these people have incredibly high natural sales ability but sell very little and others, with seemingly few innate skills, are able to achieve high levels of closings. What is the reason for this paradox? Very simply, a sales representative or service industry professional's attitude toward selling. In our research, we have found that many selling professionals do not truly value the role of selling. They dislike being described as a "salesperson" because they see selling as a manipulative process that somehow conflicts with their personal values. When these attitudes are combined with fear of rejection and failure, it is no wonder they would prefer not to undergo the discipline and hard work it takes to succeed in sales. Your attitudes can positively or negatively influence your ability to consistently perform effective prospecting activities or vital selling techniques. Weak or negative attitudes toward the selling process will block your ability to succeed in vital sales methods. On the other side of the coin, a strong, positive, "can-do" attitude about selling can help you to sell more-even if you do not possess great natural selling skills. My Sales Success Strategies series of articles outline techniques you can use to keep your attitude positive, your sales performance high and your selling goals focused. Check out the archive at: http://www.thesellingedge.com/newsletter1.htm VIRDEN THORNTON is the founder and President of The $elling EdgeŽ, Inc. an Ohio consulting firm specializing in sales and sales management training, personal coaching, advisory services and publishing. Clients have included Sears Optical, Eastman Kodak, IBM, Service Linen Supply, Bank One, Jefferson Wells International, and Wal-Mart to name a few. Virden is the author of the "best selling" Building & Closing the Sale, Prospecting: The Key To Sales Success and Close That Sale, a video/audio tape series published by Crisp Publications a division of Thompson Learning. He has also authored a client acclaimed Self-Directed Learning series of sales, coaching, telemarketing, and personal productivity manuals. To obtain a substantial discount on two of Virden's latest books, 101 Sales Myths or Organizing For Sales Success, go to: http://www.TheSellingEdge.com/book1.htm. NOTE: You can contact Virden at: virden@TheSellingEdge.com or check out his detailed biography at: http://www.TheSellingEdge.com/bio.htm
MORE RESOURCES: Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting |
RELATED ARTICLES
Marketing Conversations, And Conversation Stoppers Where many marketing conversations get off-track are the ones you have with yourself, before you even pick up the phone or initiate the handshake. As independent professionals, usually at the helm of solo businesses, we sometimes find ourselves facing daunting internal obstacles as we try to begin our day's marketing activity. Now Is A Great Time To Sell! Its official. The news just came out. How to Write Effective Selling Proposals Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to write effective selling proposals can be critical to your success. Your Proposal Was Rejected... But Why? When a request for proposal (RFP) comes in, you get excited! It's a chance to earn income, develop more business contacts, and expand your client base. You work your little heart out in order to be thorough, compelling, and professional. Telling the Value Story You arrived on time and completed your calculations. You worked up a presentation of all the things you're going to do and items included, going over each item carefully. Mortgage Leads, Choosing the Best Option When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you.While working as a loan officer, I dealt with my fair share of mortgage lead companies. An Introduction to Store Fixtures Everybody is familiar with the old retail chant, "Location, location, location!" It speaks volumes about making the right decisions from the start to make your retail establishment a success. Once you've decided what it is your store is offering to the general public, the next step you'll take is finding the right location. The History of Sales: Dale Carnegie is Still with Us I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. Nothing Happens Until Someone Sells Somthing You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer. How to Write Testimonials that Sell CDs Like Magic "Which is your best CD?"Ever get that question? My band has five CDs that we sell at shows, and I get that question all the time. People rely on the suggestions of others to determine what they are going to buy. Creating Intense Emotions That Motivate People Ever wish that your presentations could be as much fun as a cool TV commercial? Come late January every year network TV treats us to America's finest and most expensive commercials - Superbowl commercials. You may remember some of these even now, 2 weeks later. A Quick and Simple Tip For Gaining Customers In the course of my career, I've had to deal with a lot of vendors-software companies, sensor manufacturers, electronics distributors and more. Some of them have left lasting impressions on me, whereas others have been eminently forgettable. Want More Sales? Write A Barry Bonds Sales Letter I'm not a baseball fan. Never have been. Six Simple Steps for Getting More Applications When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan. Why Are Customers So Indecisive? Do you know why your customer won't buy? You've given her the best price, possibly even the best options. Yet she fidgets. How To Dramatically Improve Sales Closing Ratios A closing question asks for a final decision. A trial-closing question is one that asks prospects for an opinion. Top 10 Ways to Maximize Your Approachability After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I've learned one thing: none of them address what approachability means. Or maybe they just don't take the time to define it, stress its importance and offer suggestions on how to maximize it. Top 10 Ways to Sell your Product or Service While you Sleep - Part 1 Have you wasted valuable time and money on promotion that doesn't work? Have your announcements and news releases been ignored? Have you been too quiet about getting the word out how your product or service will help solve people's problems? Most of us are passionate about our work. We put a lot into coaching training; we know that we want to help others to create a better life or business. 6 Creative Questions To Move From HOW Are You To WHO Are You Imagine you just met someone new. The formalities of names, jobs and the like have been exchanged and you seem to be getting along famously. Future Business Key Element In Sales A challenge facing many businesses is how to maintain a constant stream of customers in order to provide a regular cash flow.One method is to choose a location that ensures a steady flow of traffic past the door, creating a constant awareness of the business. |
home | site map | contact us |