In sales, attitude is everything about everything. Even though a lot of salespeople know this, they pay little attention to keeping their attitude positive on a daily basis. Selling is never easy. If you have the wrong attitude, achieving selling success is almost impossible.Your attitude is of course an intangible. It’s also the foundation of your selling success.
Too many salespeople don’t spend enough time working on their attitudes. You should think about it every day. You should think about it before every sales call. And after every sales call, you should reflect on the attitude you had throughout the call.
How’s your attitude when someone cancels an appointment at the last minute?
How’s your attitude when someone says you’ll have 45 minutes for a sales presentation and he ends the call after 20 minutes?
How’s your attitude when someone takes a shot at your company?
How’s your attitude when someone starts hammering you on your pricing before you’ve had a chance to give your presentation?
How’s your attitude when someone tells you they only buy on price?
How’s your attitude when someone procrastinates on buying the solutions you’re selling?
How’s your attitude when you find out the person you’ve been talking to isn’t the decision-maker?
How’s your attitude when you get a flat tire as you’re driving to a sales prospect’s office – an appointment you’ve been working on for two months?
How’s your attitude when you’re dealing with problems at home?
How’s your attitude when you don’t feel well?
Your attitude is everything and here’s a real life example to illustrate this point: During the Vietnam War, Air Force Colonel George Hall was shot down and captured in North Vietnam. He was a prisoner of war for seven and a half years.
Even though he was barefoot and shut up in a small cell, he realized that through the power of his imagination he had amazing freedom. He realized his attitude is everything about everything.
In his mind, he was able to leave his prison cell everyday dressed in a Polo shirt and slacks. He wore clean golf shoes. He could feel the thick grass under his feet. The Colonel played each hole of his favorite golf course, starting with the first and ending with the eighteenth. He studied each shot, measured each swing, felt each blade of grass between his fingers as he replaced every divot.
He played golf every day in the theater of his mind, and every day he played a perfect game on his favorite golf course.
The colonel realized that only he had the power to make a choice. He could be resigned to his fate of fear and hopelessness or he could replay his happiest moments from the past, taking his mind off solitary confinement and setting it free upon a beautiful and famous golf course.
When Colonel Hall returned from his captivity, in his first golf game he shot a 76—not a bad score for a professional golfer, but even more amazing for an amateur.
When he was asked how he had accomplished such a feat, he said he never had more than two putts on a green during the last seven and a half years.
Remember, like Colonel Hall, your attitude is everything about everything.