If you happen to be a sales person browsing the net for published material on the subject of the sales process, the choice is almost overwhelming. I suppose I shouldn't be saying this but from what I've witnessed sales experts can sometimes be guilty of trying to find their own angle and "spin" on something that seems overly complex but is actually in reality relatively simple. I have seen people enter the business of sales with little or no experience who start selling like they've been doing it all their life. Their colleagues who may well have been in the industry for considerably longer are often dumbstruck by this sudden success. Well the answer to this question is easy if you understand a little about the psychology of people. It's all about "Attitude!"
You often hear sales people complaining about their job and the difficulties they encounter on a daily basis. They moan about their customers, marketing, the company they work for, their colleagues, their own personal lives and that's often just the tip of the iceberg. The great sales people I have come across are almost blind to all this negativity going on around them. They hunger for opportunities, take personal responsibility for their failings, they constantly strive to improve on their mistakes and most importantly, they love what they do and wouldn't swap it for anything else. I believe that if you have a passion for anything you can reach beyond your own limitations with the magic of willpower and self-motivation. Think of a tiny ant that can carry up to five times its own body weight, whereas on the contrary, think of a person trying to become a great sales person by reading and reading endless amounts of training material without enjoying a moment of it.
If we take a look at the entire cross section of people who do make a living from sales we can probably find something between these two extremes. There are those who don't make it past the early stages and there are others who perform really well from the offset. It's the ones in the middle of these two levels that really require some serious change of vision because they continue to survive as sales people but never excel beyond being just plain old "average!" So can a person really change their attitude to selling or is their personality already imprinted on the brain? That is the real question when it comes to sales attitude. Will Mr. Average really become a great performer after investing time and money on "Sales Systems?" I have to say that I think it is possible but I also believe the amount of success that derives from sales systems is probably about 20% with the rest coming from a complete change of attitude.
David Lynch is a Sales Expert, Coach, Writer of successful works such as "Making The Seller" and "39 Mistakes to Avoid in Sales" and he is also a Sales Training Course Designer. He has many years of experience in a cross section of industries from Finance to Hospitality. You can read more about David at http://www.makingtheseller.com
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