You will have more success finding prospects and closing deals if you stay positive. Ooze confidence about your company and your product. Buyers aren’t sure who to trust in this market. They want to know your company is going to be there to provide products and support once they give you their money. Give them what they want.
You Can’t Change the Market, but You Can Change Your Attitude.
We can’t control the market. We can’t control the credit crunch. We can’t change attitudes about spending. We can, however, look for opportunities to sell,then approach them with a positive attitude. People are still buying. Not as many people as before, but sales are still happening. How can you improve your odds of getting those sales? Well, first you have to work a lot harder at finding those customers than you did last year. Second you have to work harder and longer at courting prospects. Third you have to have a great attitude. The more positive and confident you are about your product and your company, the more your confident your customer will be about their decision to buy.
Stay Positive In the Office
Focus is powerful. Get everyone around you focused on the positive. Positive words need to come from everywhere in an organization. You can be the start of that change. Keep your attitude and conversations positive. When the people around you get negative, turn it around. Focus on the good things. Thank the people around you when they do something for you. A quick thank you note goes a long way toward building positive feeling.
Enlist the help of your sales manager. Let them know that you need the people around you to be positive. Suggest to them that everyone should be quick to recognize a job well done, especially senior management. Ask for a zero tolerance policy on negativity.
Every sale should be cause for a celebration. If your management team isn’t celebrating with you, celebrate with the other sales reps. Celebrate with your friends. Celebrate the successes, whether big or small. Sometimes finding a good lead is cause for celebration. Getting a meeting you have been trying to get is a good reason. Whatever it is, don’t hold back. Keep a list of your successes where you can see them. Do whatever it takes to celebrate your own successes. The more you focus on the successes the more confident you will feel about going out to sell.
Success stories should abound in your company. They are everywhere. Look for success that other employees have with projects, success with difficult situations, sales success, or customer success. And why not focus on success? It is well known that we get what we focus on and work hard for. I would rather have success than failure, so it always bewilders me when people are focused on what is wrong with their operation rather than what is right.
Stay Positive With Customers – Tell Success Stories
Doom and gloom doesn’t usually put people in a buying mood. All of the media attention on what is going wrong affects the economy in and of itself. There is plenty of good news in your industry to share. Find it and share it with your customers. Help them understand what is happening in your industry and dispel rumors. Send them other customer success stories (with permission of course). Be sure and combat the bad news with the good news. This means you will need to read your industry journals and keep up with the media. Salespeople can ask for success stories to share when they are out visiting customers.
Maybe you can change attitudes, if you start by changing your own. Share your sense of confidence and success. People feel successful when they associate with successful people. Bringing doom and gloom won’t sell anything, but bringing success stories increases your chances.
Alice Heiman is the Chief Sales Officer of Alice Heiman LLC, and has been coaching sales teams to success for over 10 years. Alice’s website has many tools available to help you incraase your sales..Alice Heiman LLC. Get more great information about sales at Smart Sales Tips