Posts Tagged ‘positive mental attitude’

Suffering from the Retreat Sales Mentality Are We?

Sometimes when the going gets tough instead of the tough get going what happens is the retreat sales mentality sets in.  This way of thinking attacks the self-confidence, self starting ability and overall personal accountability on two fronts:

sales-mentality

Credit www.pixabay.com

  • Conscious
  • Subconscious

A pending sales lead suddenly changes course and leaves you wondering why should I continue?  Retreating and seeking another sales lead appears to be a better route.

If you disagree, then how do you explain sales research that 44% of salespeople give up (retreat) after one followup? (Source: Scripted)

Possibly another reason for the retreat mentality is the salesperson has different expectations than the sales lead.  These expectations may be a quick sale to an easy sale (less decision makers).  However reality in the B2B marketplace runs contradictory to those self-imposed expectations.

  • 63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy.   (Source: Marketing Donut)
  • 50% of leads are qualified but not yet ready to buy.   (Source: Gleanster Research)
  • Firms with 100-500 employees, an average of 7 people are involved in most buying decision.   (Source: Gartner Group)

Another example of retreat sales mentality surfaces during the selling phase of the sales process.  Far too many salespeople are quick to reduce price to get a sale instead of being able to demonstrate the value of their solution respective to the desired end results for the potential ideal customer.

In sales having a strong and positive mental attitude is a prerequisite for success. Giving up when the first limitation arises only reinforces this sales mentality to retreat instead of to persevere.

I believe the words we use and think are critical to overall sales success as well as success in life.  Maybe the next time you become discouraged, ask yourself are you retreating?  What does it mean to retreat?  Is there another way to win this sale for you as well as for your customer?

Curious if your talents of self confidence, self starting ability and personal accountability are strong?

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Are You Ignoring Attitude in Your Sales Training?

Having experienced numerous sales training programs in my previous life, not one of them really explored positive attitude in the learning engagement. Sure there was talk about having a positive mental attitude, but very little content or actual development around how to develop and maintain such an attitude.

sales-training

The Disconnect

Attitudes are comprised of thoughts that we repeatedly have. They develop over time and because of negative conditioning many of our attitudes have a negative foundation. We are more inclined to think “don’t” and “can’t” than “do” and “can.”

Positive attitude development requires being linked to some tactical action. This linkage allows the individual to begin to replace the negative with the positives as he or she is beginning to see positive outcomes.  Unfortunately, many sales training programs do not recognize this linkage and only further the disconnect.

The Bridge

One proven bridge to overcome that disconnect is to use a proven goal setting and goal achievement process.  By connecting the desired positive attitude to a WAY SMART goal, the individual begins to see real progress and results.

Emotions the Planks

If we accept the premise that human beings are emotional creatures first, then emotions must be part of any sales training.  The emotions also must be sustainable and not just a quick boost from a sales workshop or seminar or some inspirational speech.

When the proven goal setting and goal achievement process unites emotions to the attitude development, then the individual becomes internally motivated to secure the desired results.

sales-training

Repetition the Guard Rails

Human beings learn best through repetition. We all have experienced this through spaced repetition. How much is 5×8? Having our arithmetic tables repeated numerous times allows us to almost instantaneously without even thinking respond with 40. Yet most sales training programs are a one time event and within one day, approximately only 50% is remembered.  Then as time progresses, less and less is retained.  Learning research suggests after 16 days only 2% is remembered.

Technology provides the guard rail to the learning event.  When the material text is duplicated on an audio CD, the salesperson can hear the text and begin to remember it. By listening to the audio CD at least five times, long term memory retention is dramatically increased.

Attitude Is the Answer to Better Sales Training

If you wish your sales training to have longer lasting impact (think return on investment – ROI), then review the learning objectives before you sign that contract.  Ask about how the sales coach, sales trainer or sales consultant will develop positive attitudes.

To quote a very wise man (my husband):

It is not a question of do I know it, it is a question of do I want to do it?

That want is the attitude you must have in your sales team and for all of your employees.  Make sure your sales training is developing the want along with the know.

* * * * * * * * * *

Leanne Hoagland-Smith supports forward thinking leaders in bridging the gaps between today’s results and tomorrow’s goals in the key areas of strategic growth, people development and process improvement. She speaks and writes specifically to high performance sales people who require a tailored solution and to small businesses under 50 employees whose challenges are more unique and resources more limited. Leanne can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

 

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The Right Fuel Will Catapult Your Success Beyond the Stars

Success is such a desired result by so many and yet achieved by so few.

successHow many times have we heard or read “shoot for the moon and if you miss you will land among the stars?”

To achieve success requires a blend of the right mental, physical and emotional fuel.  This blend is unique to each individual because each of us have different mental, physical and emotional experiences. Possibly this uniqueness of blend helps to explain why what works for one will not necessarily work for another.

Some of the key active ingredients beyond the necessary calories to keep the physical body working are:

  • Positive mental attitude
  • Emotional intelligence
  • Application of key talents where necessary
  • Measurement of predetermined goals
  • Written plan that is aligned to purpose, passion, current mission and values

When individuals lack the right fuel blend,  the necessary energy to catapult them ahead of the flow is absent. Even worse others may sense this lack of energy and may not wish to associate with them. If these individuals are in sales, this could be a fuel recipe  for disaster.

Yes, to shoot for the stars is something we all may wish to consider. However, if your rocket ship (you) lack the right fuel mixture, you will never leave the launching pad.

If your fuel mixture is missing a written plan structure, then consider this personal growth action plan.

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The Fallacy of Positive Mental Attitude (PMA)

No doubt having a positive mental attitude is one of the key contributors to business leadership success.  Yet many who demonstrate this proactive state of mind sometimes are dealt emotional, physical and financial blows that temporarily crumple them.

positive-mental-attitude-PMA

The fallacy of a positive mental attitude is that mindset is all you need to overcome when the reality of  life brings you to your knees. When these times happen,  from my experience, one needs more than just a positive mental attitude.

For some that extra support may simply be a summary of all past achievements. By listing what has been accomplished as well as the individual value to that individual puts the brakes on that downhill slide toward “Death Valley.”  Additionally by committing those goals to writing the achievement is even more ingrained into the memory.

When additional senses are united such as seeing the accomplishment, touching the goal achievement summary sheet or scorecard, and even speaking out those past accomplishments, these actions go beyond the mental thought of a positive mental attitude.

So consider creating your own goal achievement summary sheet for those times when a positive mental attitude is not enough to keep you tumbling down your most recent mountain into Death Valley.

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How to Increase Sales Tips & Snippets #10 – Positive Mental Attitude

Having a 100% positive mental attitude is a great how to increase sales tip. There has been so much written about having a positive mental attitude (PMA) beginning with Napoleon Hill in his Think and Grow Rich book.  I will not even attempt to walk down that path. If you want a quick PMA lesson, listen to Jeff Gitomer’s video.

Here is a quick activity. Using the letters within the word attitude, give each one a numeric value based upon its position within the alphabet.  For example A would equal 1 and T would equal 20.  Then total up all the values and what is the sum?

A =_  + T = _  + T =_ +  I =_ +  T = _ +  U = _ +  D = _  + E = _  = ___%

Now some will encourage those to have a 105% positive mental attitude and let’s be frank, can something exceed 100%.  Not really, because 100% is complete, it is the whole.   When someone states 105% what it means is you have 100% + 5%.

This can be easily proven by using the common phrase Bull _ _ _ _.  Again for each letter give a numeric value based upon its place within the alphabet. The letter B would equal 2 and the fifth letter S would equal 19.  Total them up and what is the sum?

B = _ + U = _ + L = _ + L = _ + S = _ + __ = _ + __ = _ +T = _ = ___

Many salespeople believe they have a 100%+ positive mental attitude and yet I truly wonder if that is the case especially given the ongoing emphasis on how to increase sales. Here are some questions that may help you determine your PMA:

Do you wake up each morning, 365 days a year embracing the day? (Flu and illness days excluded)

Do you actively seek new opportunities with an abundant mentality?

When asked to do something, are your first or second thoughts, something like “I can’t do that” or “Why did the sales manager ask me and not …?” instead of “Sure, I let me give it a go”

Having a positive mental attitude is not just between the hours of 8 am and 5 pm Monday through Friday.  This is a belief that stays with you 24/7 and is demonstrated through all of your behaviors including those beliefs circulating in your head both consciously and unconsciously.

Thanks to Laura Novakowski for reminding me of this activity.

Sales Cartoon

Sales Quotation

“Sales are contingent upon the attitude of the salesman –

not the attitude of the prospect.”

W. Clement Stone

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Embrace Abundance Mentality Over Scarcity Thinking – Friday’s Editorial

Steve Jobs’ resignation seems to generating a lot of scarcity thinking instead of abundance mentality.  People seem to be either wringing their hands in angst or looking for that next deep black hole for Apple.

I have read a plethora of stories and many of them looked to the scarcity of him leaving the office.  Unfortunately, very few looked to the abundance of the future. However, I did find one somewhat positive article discussing succession leadership.

Yes his resignation was news, significant news as he has been the front line leader and visionary for Apple.  However why not look to the future with a positive mental attitude instead of wallowing in the muck and mire of negativity?

We should not be surprised by the scarcity thinking as human beings are negatively conditioned.  The mass media regardless of ideology (left or right) continues to focus on all the negative because “bad news” sells newspapers, radio spots and TV commercials. Good news or abundance mentality (positive mental attitude) appears to keep at least the media pocket poor.

Most US drivers have experienced the “curiosity crawl.”  This is where traffic comes to an almost standstill as drivers crawl by a recent accident with their necks craning with curiosity to see “the accident.” This is scarcity thinking.

How many people wake up each morning arms wide open to embrace the day?  From my experience far fewer than there should be. The “can’t do it attitudes” appears to be in far greater numbers that “can do.”

Each day presents new opportunities to make today better than yesterday.  However if the blinders of scarcity thinking are covering our eyes, we can only see darkness to our sides and the future path looks much as the same as the path of the past.

The last several days have yield incredible abundance for me.  And this morning one of my clients who is a virtual assistant sent me an email with the following updates as to her results:

And now the good news:

  • A Clients – 3
  • B Clients – 6
  • C Clients – 18

Acquire 7 new C Clients and I reach my goal or acquire 2 new B Clients and I reach my goal or acquire 1 new A client and I reach my goal.

My goal – $100k/year biz.  Rock on with the coaching strategy.  Been awful busy with collections on a couple “non-payers” and big projects and reading your posts on FB and Twitter on a regular basis.

This client’s abundance mentality has her reaching further and securing greater results than ever before. She hired me for two reasons:

  1. She was tired of the status quo
  2. She wanted a new sustainable future

During that process, she has left the scarcity thinking that sometimes overtook her daily beliefs (attitudes) and now her actions support her abundance mentality.

Henry Ford, Thomas Edison and Mother Theresa were just a few historical figures who continually embraced a positive mental attitude and demonstrated abundance mentality. One of my favorite quotes is by Ford who said:

If you think you can or you think you cannot, either way you are right.

As you finish the work week and look to the weekend, remember the Little Red Engine that said:

I think I can, I think I can, I think I can!

!

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