Posts Tagged ‘sales attitude’
Local small businesses continue to clamor for more sales. Continued calls to increase sales resonate from social media to one on one conversations. Yet, if these sales hungry SMB would just answer their phones, I am sure they would find new sales leads, new customers and continued opportunities.
Yesterday morning I made 12 calls to local small businesses and only two SMBs answered their phone with a real live person.. The other 10 calls went to voice mail. Even after 18 hours no returned phone calls or even text messages. Really, how sales hungry are these SMBs?
Several of these SMBs had ads placed in the local newspaper. One would think if they placed a paid advertisement for sales prospecting, they would answer their phones. Wrong presumption.
A long time friend and colleague, Rick Gosser of Gosser Corporate Sales, continues to harp about small businesses that don’t answer their phones. He answers his phone, emails, voice mails and texts all the time unless he is already on the phone. Then he quickly returns the voice mail if one is left. This sales behavior or rather sales attitude continues to increase sales for him. Rick has shared how often people comment about him actually answering the phone as they expect voice mail.
Technology in this case is a sales prospecting tool and only a tool. How SMBs use that tool is up to them. The misuse of that tool or tools in this case a phone, voice mail or text appears to be rampant.
Remember, people buy from people they know and trust. (Sales Buying Rule #1). By not returning phone calls sows the seeds of distrust. In today’s competitive market, can any SMB afford to create distrust?
Just like I shared last week, one can increase sales by committing to taking these three actions with the first one being a better communicator. Communication is a two way street. If you don’t answer your phone, you are communicating the wrong message.Share on Facebook
Noted sales expert Zig Ziglar said an “attitude is a habit of thought.” If we apply his definition to what makes a great sales attitude, the response will be various habits of thought.
These attitudes can be observed through sales behaviors that are supported through various talents. When these talents are combined, they turn into sales skills.
Since each salesperson is a unique individual, he or she will demonstrate a different sales attitude. For example, being able to sell is many times based upon the talent of persuading others. Two behaviors for this talent might be:
- A behavior is to have someone change his or her mind
- A behavior is to demonstrate emotional intelligence
Emotional intelligence begins with a habit of thought. Emotionally intelligent people have the attitude of recognizing and understanding the emotions of others; recognizing and understanding their own emotions and then being able to manage both. These individuals do not engage in reactionary, emotional behavior.
Another talent might be personal drive. Here the salesperson completes given tasks on time and is always challenging himself or herself to learn something new. These are the salespeople who have a sales attitude to challenge the status quo.
A great sales attitude looks different for each salesperson. However what is not different are the results. These results are reflected by increase sales, high percentage of sales conversions to a continually filled sales pipeline.
Just think about the possibilities specific to your sales results if you could learn your 78 key talents and improve how you make decisions? Would you increase sales? Would you have less stress?
Now is the time early in the 2017 sales year to take advantage of this special opportunity until 3/31/2017 to not only learn those 78 key talents (Attribute Index), but your communication style (DISC Index) and what motivates (Values Index) you to increase sales.Share on Facebook
Funny isn’t it we hear about the importance of having the right sales attitude and yet most of the sales training, sales workshops, sales seminars focus on sales skills? Does that make sense?
Years ago one of my colleagues by the name of David Herdlinger developed the KASH Box. This was a simple quadrant with the letters K (knowledge) and A (attitudes) on top and the letters S (skills) and H (habits) on the bottom.
What David so simply illustrated by this graphic is the failure of sales training, leadership training, learning in general was due to a lack of emphasis on Attitudes and Habits not because of Knowledge and Skills. When I shared this graphic with my husband, he made this statement and one that I use when working with clients:
The issue is not of “Do I know it?” but one of “Do I want to do it?” The want to do it will always trump the know it.
My husband’s synthesis can be explain by the self-determination theory (SDT). This theory is one that I have yet to see directly included in any sales training. Indirectly, probably I do know of one training and development publishing firm, Resource Associates Corporation, that has infused the SDT into its curriculum without calling it SDT.
Sales skills are important. What is more important is the desire to sell, the desire to achieve goals, the desire to improve, to be better. When those desires are present, the individual will take it upon himself or herself to learn the necessary sales skills.
Desire is an attitude, an emotional belief and becomes an internal motivator.
Unfortunately what happens is in some sales training (not all), the desire is replaced with a structure of how to sell. along with the appropriate sales skills. The structure becomes more important than the desire, the attitude. Additionally what may also happen is the structure can negate the individual’s natural and authentic sales style. Here we see the square peg in the round hole.
If you want to increase sales, to get to where you want to be (provided you have crystal clarity as to where that really is), then consider looking to your internal attitudes about sales and not as much as to your sales skills. By the way, if you ever had the thought “I hate to sell” or “I do not want to sell,” then I rest my case.
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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA. Follow her on Twitter or check out her profile on LinkedIn.Share on Facebook