What is the most important thing to success in selling? by Jim Webb

Jim Webb

Company: Tom Light Chevrolet

Tom Light Chevrolet

Nov 11, 2016

What is the most important thing to success in selling?

You are sitting in a sales meeting and your fearless leader is in front and writes this question on the whiteboard: "What is the most important thing to success in sales?"

And the answers start: "Product Knowledge", "Handling Objections", "People Skills", "Prospecting" etc. Then your sales manager responds by saying "all of these things are important, but I can't believe that nobody got it right ... ATTITUDE, is the #1 most important thing. Your sucky attitudes are the reason that you are failing miserably!"

That may be an exaggeration, or maybe not. In fact, I know that it is not an exaggeration. I have witnessed meetings that have had statements like this made and then even watched the sales manager strut around afterwards as if he had done something to be praised for.

How important is mindset or attitude to sales performance?

JD has a 8-5 job at ABC Data and starts his day off bad by fussing with his wife and then spills coffee on his fresh shirt as he walks out the door. That's just great - what a way to start his day. Needless to say, his attitude is in the tank. But does JD have any concerns about his ability to enter data in the computer for 8 hours today? What he does is start with the end in mind and watch the clock until 5 and leave without ever giving a thought to his performance over the last 8 hours. He also collects his paycheck on Friday and there is no column that says "bad attitude day" with a reduction in pay.

Contrast this with TJ who is a sales consultant at XYZ Motors. She depends on your ability to get people or companies to purchase her product to get paid, there is absolutely no possibility that she can perform at a high level if she starts and continues her day as JD did. It is like the star running back on the University football team. His speed, toughness and instincts are unbelievable he is truly a superstar. But, he steps on the side of his offensive guard's foot and seriously twists and sprains his ankle. Does his speed still make him uncatchable? Does his toughness make him untackleable and do his instincts matter if he can't cut and run? The answer is a resounding no, in fact we are going to replace him until he recovers from this injury. When your attitude is bad, your mindset is not set on course for success what happens? If you aren't smiling when you interact with your customer are they open to you? If you aren't sharp do you have the answers and rebuttals to their questions and objections? If you aren't focused are you able to push through the nos to get to the yeses? We know the answer, we need to replace you in the lineup till you recover from your injury.

Do Sales Manager's train or lead on the attitude issue?

In general, the answer is no and the reason is that they don't really know how. This is the situation, many of our managers are products of sales meetings like the one described in the beginning of this article.

I spent a few days with an early 30s manager recently. He is a great process and deal counsel guy. He has no idea about leading. His manager was the same way, and is now doing time in jail for cutting corners. He tackles most situations with intimidation being his motivating approach and that approach doesn't produce results and also defeats a positive and powerful attitude. His response to that is "those damn salesmen".

It is great to see a sales manager that functions as a leader and coach of his or her team. They don't become the team's close buddy. They become their ally, mentor and best counsel. They find out what makes the salesperson tick, why they are doing what they are doing, their real goals and discovers their special skills. Then they lead and coach individually and as a team so that they all reach for their goals. This manager understands that you get what you expect and this manager expects a lot and gets a lot from his or her self and due to that attitude they get massive effort and results from the team. This manager was either fortunate to have this role modeled to them or they dug in and read, went to seminars and attended events because they wanted to grow personally. These efforts then helped them to learn the skills of a powerful and effective manager / leader / coach.

If it is #1, how often should you be focusing on attitude?

As I spend time with my friends that are highly successful. And when I read about and study successful, wealthy people - all of them, both my friends and the people I read about, start their days with routines that address starting the day with a winning outlook. Read good books , watch good videos and associate with good, positive people. Clean out your circle of influencers and and yourself of people that drag you down.

The one thing that I must stress - You have total control over your attitude - You make the decision daily about whether you will have a positive or negative attitude. Will you build others up or tear them down. Will you add value to those that you associate with, will you approach your job or business, with positive attitude, thankful for the opportunity and focusing on serving others or will you focus on any negative in the situation.

Here is a very effective and powerful morning routine to lead you into a very positive day with a Expect to Win Attitude.

Wake up & smile - when you look in the mirror, be sure you see a smile on your face.
Write down at least 5 things that you are grateful for today.
Read a minimum of 15 minutes of a good, powerful and positive book.
Say this affirmation "I expect to win today because
- I have (or) will create a great opportunity to serve and prosper.
- I love to serve others
- I am very good at what I do everyday
- People need me and they know it
- Financial reward comes to me in abundance
- I am positive and thankful to God for all of my many blessings."

After you follow this routine first thing every morning - the next thing you must do everyday all day is to PAY VERY CLOSE ATTENTION to who you are spending your time with, you are listening to and allowing to talk to you. (I will be writing much more about this is upcoming articles)

It is extremely stupid for a sales manager to preach to his team how important attitude is to success just to preface a 15 minute session of a belittling and angry tirade. It is equally stupid for those on his team to think anyone, especially the sales manager, is responsible for your attitude other than you.

Think about, focus on it and make the positive decision each day!

Expect to Win Today!

Jim Webb

Tom Light Chevrolet

Business Development Director

Expecting to Win in Life and Business!

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