Valentine’s Day is over yet for salespeople, this day is every day. In speaking with a colleague earlier this morning, he reaffirmed this attitude of “I love sales.” Of course as we continued our discussion we both agreed not everyone who has this attitude really has this attitude.
These are the salespeople who smile warmly, shake your hand firmly and yet inside no matter what they do, you sense something unauthentic. They say all the right things, communicate in all the right ways and yet something is off. These are the folks who have the attitude of “I love sales” along with the shadow attitude of “I can’t wait to close another deal.”
Sales Coaching Tip: An attitude is a habit of thought. Zig Ziglar
Authentic salespeople truly do not have that shadow attitude. They truly believe “sales is the transference of feelings” as noted by Zig Ziglar. I would take that definition one step further to “sales is the transference of authentic feelings without the pre-existing shadow attitude of “to close another deal.” For it is that pre-existing attitude that buyers to centers of influence sense.
When those authentic feelings are received by potential buyers, amazing sales results are possible along with incredibly strong relationships that may continue for years.
So much of sales training and sales coaching focuses on the technical sales skills to even people or soft skills and yet this shadow attitude is ignored even though it probably contributes more to “earning the sale” than all the other solutions combined.
If you truly want to increase sales, then embrace an authentic attitude of “I love sales.” My sense this is one attitude that you truly can’t fake it to you make it.
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Leanne Hoagland-Smith is THE People and Process Problem Solver for leaders who desire a Forward Thinking Sales Culture. She supports executive leadership in bridging the sales culture gap of people and processes that restricts SMB sales results. If you want to increase sales, then call Leanne at 219.508.2859 central time USA to solve your disengaged employees and ultimately your disengaged sales culture. Follow her on Twitter or check out her profile on LinkedIn.