This simple change will influence sales prospects and grow your sales
How many times has someone’s attitude got in the way of success?
It happens all the time. You know the one in the workplace, always has a negative attitude. Everything is a problem. They bring you down. They bring the team down and you can’t wait to get away from them. Not a recipe for success. Your attitude or the attitude of your team might be affecting your sales results stunting business growth.
Have you heard of something called the Attitude Cycle?
Your attitude affects your ability to sell your products and services. If you have a negative attitude towards selling, you will achieve negative results. Have a positive attitude towards selling and you will achieve positive results. Sounds simple enough. So why does this matter? It’s called a self-fulfilling prophecy. Believe you won’t, you’re right! Believe you will, and you are also right.
To successfully sell your products and services, you need to start with a positive attitude.
The Attitude Cycle
The first set of skills you need to sell your products and services is to have the right attitude towards selling. Let me introduce you to something called the Attitude Cycle.
The first stage of the Attitude Cycle starts with your attitude. It’s how you think. It’s your self-belief. If you think you are no good at selling – guess what, you will be no good at selling. If you think you are good at selling – guess what, you will be good at selling.
It’s also known as a self-fulfilling prophecy or the expectation theory. A self-fulfilling prophecy is a prediction that directly or indirectly causes itself to become true, by the very terms of the prophecy itself, due to positive feedback between belief and behavior. In other words, a strongly held belief, whether true or not, will influence a person’s behavior to ultimately uphold their belief through their actions even if their beliefs are false. Behavior is influenced by expectations causing your expectations to become true. James Allen talks about this in his famous book, As a Man Thinketh.
“All a man achieves and all that he fails to achieve is the direct result of his thoughts.”
In other words, if you think you can, you’re right. If you think you can’t, you’re right!
2. What you see
The second stage of the Attitude Cycle is what you see when you are put in a position where you have to sell your products and services. If your attitude to begin with is… you don’t like selling and you believe you are not very good at it, then of course when you are put in a situation where you have to sell your products and services, is you see yourself failing at it.
If your attitude to begin with is… you do like selling your products and your services, then you will see selling in a positive light and will confidently see yourself as being successful at it.
3. How you feel
The next stage of the Attitude Cycle is what you feel when you are faced with the prospect of selling your products and services. If your attitude is one where you don’t like to sell your products and services, you will most likely feel anxiety or even fear. If this is how you feel, and you do summons up the courage to meet with a prospect, you will probably not feel very confident. Of course your prospect will sense this. After all, who wants to deal with someone who isn’t confident about selling their products and services?
Yet if selling is something you like doing and you see yourself succeeding, you will feel very confident when going in to meet a prospect. You will feel excited about the prospect of helping them buy from you and successfully concluding the sale.
4. How you act
The next stage of the Attitude Cycle is how you act when faced with a situation where you have to sell your products and services. If your self-belief (attitude) is you don’t like selling and you will probably fail at it, you will act in a way that will reaffirm this belief. It’s likely you will act nervously, fidget perhaps even sound flustered and not know what to say when faced with a prospect. You will be uncomfortable and of course this will also make your prospect feel and act uncomfortable as well.
If your self-belief (attitude) is you like selling and you will be good at it, you will act in a way that also reaffirms this. You will come across as being confident and knowing your stuff which in turn the prospect will also feel confident in you and want to engage.
5. The results you get
So when your self-belief (attitude) is that you aren’t good at sales, you won’t succeed. It’s a self-fulfilling prophecy. You will come away from meeting a prospect saying to anyone who will listen “see I told you so, I told you I was no good at sales!”
When your self-belief (attitude) is that you like selling, the end result is you will confidently sell your products and services. It’s a self-fulfilling prophecy. You come away saying to anyone who will listen “see I told you so, I told you I was good at sales!”
The more you believe you can’t sell – the more you won’t have success. It’s a vicious circle that keeps repeating itself unless you change your attitude.
Changing your attitude
There are two ways to change your attitude, one is change your self-belief and the other is increase your confidence levels.
How you think about the products and services you offer has an impact on how successful you will be. If you genuinely believe in your products and services then why wouldn’t you feel proud to sell them? Having a self-belief in who you are, what you do and your products and services will lead to developing a positive attitude towards selling.
Attitude cannot be separated from confidence. If you are confident in your ability to sell, then of course you will have a winning attitude. The way to change your attitude and get positive outcomes, is to learn how to sell so that you gain the right selling skills which in turn builds your confidence levels to a point where you become successful at selling. Again, a self-fulfilling prophecy.
That means the skills you need to learn to gain confidence are to:
- Prospect for new business
- Build rapport
- Follow a proven sales process
- Ask effective questions
- Make winning presentations
On a Final Note
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