Business information written specifically for newspaper advertising departments

Keep Your Head High

Why having a positive attitude can work for you
He was invested and believed in what he was selling, yet allowed himself to be aware of the fact that a lost sale isn’t the end of the world.

It can be a hard thing to hear that the majority of you success can be mental, but it’s true. Having and maintaining a positive attitude is one of the keys to success, especially in sales, because it allows you to keep going, even when times are tough and the road ahead looks hard. In “Three Mindsets of Long-Run Sales People,” an article by Ted Haro found in the Huffington Post’s Business Section, the author discusses some keys to having and keeping a positive attitude.

The author begins by describing himself as an unlikely sales person, because he is the son of a doctor and was taught that salespeople are “pests who divert valuable time from seeing patients.” He then goes onto describe an early sales call in his career in which his customer tried to let him down easy by saying, “I don’t want to ruin your day.” Haro responded in an unpredictable, yet necessary, fashion, “I appreciate how you keep saying you don’t want to ruin my day… you won’t. Of course I’d rather you kept your business with our company. I’ll be disappointed if you leave us, no doubt. But it wont be tragic. You have to do what you have to do.”

Haro’s response was indicative of the mindset that is required for a successful career in sales. He was invested and believed in what he was selling, yet allowed himself to be aware of the fact that a lost sale isn’t the end of the world. He goes on to discuss the three mindsets that distinguish great sales people from poor or average ones.

Curious vs. Judgmental

The perceptions that you have about a client will generally be true, not because they are implicitly so, but because you make them so. People are perceptive creatures, and will likely realize if you’re being judgmental of them. On the flip side, your patience and demeanor will change as well. So, instead, Haro recommends that you change your mindset to curious. Be curious about how to approach your client in the best way, and you’ll like get farther with potential clients.

Friendly vs. Adversarial

The customer is not your enemy, nor is he the competition. You want a partnership; don’t walk into a meeting trying to defeat them. Your customer needs something from you, and it’s not a loss. So instead of trying to score a point against them, show them how working with you can put the odds in their favor. And most of all, do it with a smile; friendliness goes a long way, and as Haro says, “mindset matters.”

Proud vs. Ashamed

Your company shouldn’t be your parents circa high school; you shouldn’t be embarrassed that you work for them. When someone asks you, “Who do you work for?” Haro says they’re really asking, “Is your company any good?” If you cower or act ashamed of the business that employs you, your potential clients will likely have little faith about buying what you have to sell. So, be proud of your company and your talents and show it.