Tool Box
Issue No. 49 - October/November 2009
Attitude is everything
by Craig Stubing
Most of us know that if we want to succeed in any endeavour we must approach it with a right mental attitude. If we approach an endeavour with a ‘wrong’ mental attitude we are certain to fail, sooner or later.
This universal truth has special relevance in the sales arena.
In my opinion, however, a right mental attitude is not about being pumped up with false enthusiasm and bravado. Consider these aspects of attitude:
Attitude to the boss
Occasionally I hear a salesperson make a remark that translates to ‘my boss is making money out of me’. My reaction to this is to think (and sometimes say): “I hope so, if not you’ll soon be out of a job. It’s only because the boss is making a profit that they can afford to pay you”.
This means salespeople (all employees, for that matter) need to respect the need to be ‘contributors to profit’. It also means you must respect your boss and what your boss is trying to do.
This doesn’t mean salespeople need to be obsequious. It means if you have ideas which may improve your contribution to profit you should put them in front of the boss for consideration.
Some employees, salespeople included, pay lip service to their boss’s requests or directives. Others whinge about the boss behind the boss’s back. This is destructive to morale and a great example of a wrong attitude.
There are very few perfect bosses. The key is to have a supportive attitude and be prepared to be open about any issues you have. If you can’t be open you should keep quiet.
Attitude to the customer
Selling is not a win-lose game where, for the salesperson to win, the customer has to lose. Selling is a win-win game where both the salesperson and the customer must benefit.
This means you must treat your customers with the greatest respect. They are the source of the profit that ultimately pays you. If you look after them properly they will continue to provide profit through re...
