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In sales, the right attitude is invaluable as it forms the foundation for building positive relationships and driving success. A positive attitude fosters resilience in the face of rejection, fuels a genuine enthusiasm for the product or service being offered, and establishes trust with clients. It enables a salesperson to approach challenges as opportunities for growth, maintaining a solution-oriented mindset. Additionally, a positive attitude is contagious, creating a ripple effect that enhances team dynamics and customer interactions. Ultimately, the right attitude in sales is not just a personal attribute but a powerful tool that contributes to building lasting connections, overcoming obstacles, and achieving long-term success in a competitive market.
“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” – W. Clement Stone
Here are some specific action steps for you to take in developing the right attitude:
Number One: Accept the fact that you can control your attitude.
Number Two: Make the commitment to do whatever is necessary to take control of your attitude.
Number Three: Evaluate each book, television program, movie, and video before you actually start reading or viewing it with a question: “Is this going to help me in my personal, family, or business life, or is there a better use I could make of this time to advance my personal, family, or business life?”
Number Four: Learn one new word each day. In less than five minutes per day, you can get amazing results. The average American learns only twenty-five new words each year and actually has a speaking vocabulary of five hundred words. One new word per day will mean that in one year you will have a “distinct advantage” over most people with whom you’re dealing; within five years you will have a colossal advantage—not because you know the words but because those words give you a breadth and depth of understanding that will enrich your life in every way. Plus there is more good news: Every word has several “buddies”; when you learn one new word, you’ve just expanded your vocabulary by several more.
The International Paper Company has conclusively proved that your income and your vocabulary have a direct correlation. At age thirty-seven Vince Robert (a fifth-grade dropout) of Ottawa, Canada, was a taxi driver. He spent many hours each day waiting for fares at hotels and airports. One day he was overtaken with inspiration and bought a “twenty-pound dictionary.” Vince put it on the seat beside him in his taxi and started learning those words. His knowledge increased so much, along with his confidence, that he started investing in the stock market. Bottom line—he bought the eighteen-cab car company. Today he lectures to people on how to become successful. One word a day will make a difference, a dramatic difference in your personal, family, and sales life.
Number Five: Read something of value to you personally and professionally for at least twenty minutes every day—something that is informative, inspiring, and educational. If you’re an average reader (reading 220 words a minute), in one year you will have read twenty 200-page books. The average American reads only two new books each year, so competitively speaking you will have another colossal advantage. You will be in a tremendous position to knowledgeably advise your prospects about the proper course of action to take for their own benefit.
Think of the enormous competitive advantage you will have. Your reading might relate to your professional or personal growth and development, psychology and human nature, or just about any subject you determine is beneficial to you.
Number Six: Turn your car into the University of Automobile or Auto U. Sales trainer Don Hutson says that the typical professional salesperson spends over five hundred hours each year in an automobile. That’s roughly ten hours each week. In ten hours a week you can become the consummate sales professional while you’re in your car. You can master the art of handling objections, prospecting, being persuasive, building presentations, and working with every conceivable sales close known to humanity. You can build an extensive vocabulary, learn a foreign language, or acquire communication skills.
Innumerable sources for acquiring this material range from the public libraries and universities to scores of companies that specialize in providing up-to-date, highly informative and motivational audiotapes or videos. By far the most important benefit of listening while you’re in your car is the pure motivational impact you will receive. For years salespeople have told Zig Ziglar that between calls they would pop in one of his tapes and immediately receive quite a “lift.” Frankly, Zig Ziglar always thought they were talking about a psychological lift, but in addition to the psychological lift, they receive a physiological lift.
To achieve the best results, start every day by listening to an exciting motivational recording. Psychologists say that the first significant encounter each day has more influence on attitude than the next five people encountered. If you’ve spent anywhere from five to thirty minutes listening to something that turns you on, you’re ready to make that call. The next best time to listen, from a sheer energy point of view, is after lunch. This makes certain those endorphins are hoppin’ again, and your energy level and creativity are high.
Reinforce this each evening just before you turn those lights out by reading something encouraging and educational. The last thing that goes into your subconscious mind each night is the data and information that your subconscious mind will mull over while you sleep. The proper information really can make a difference in your career.
Number Seven: Choose your associates carefully. Several years ago the Los Angeles Times reported a study on some phenomenally successful people and one of the things they had in common: At some point in their careers they consciously made a decision to upgrade the people with whom they were working, spending time socially, and hobnobbing in general. They all said this was an essential factor in their success. For that reason, I encourage you to think carefully on this subject. (Excerpt is from “Ziglar on Selling” by Zig Ziglar).
The Wealth Code: Volume 1 is a personal development and financial education book written by Vinod Singh. It is designed to empower readers by teaching them principles of wealth creation, financial freedom, and personal growth. The book offers practical strategies to achieve financial success, with a vision to uplift and transform the lives of millions by promoting financial literacy and entrepreneurial thinking. Singh’s approach is rooted in inspiring individuals to take control of their financial destinies while cultivating a mindset focused on long-term success and abundance.
