A Positive Attitude Wins Customers
All good sales people need a positive attitude. In a career so full of rejection and lost deals, maintaining the right attitude is essential. The way a sales person behaves is influenced by his or her attitude toward the job and the customer, and this behavior is discerned by the customer. When the sales person has a positive attitude, the customer’s attitude is positive in return. The customer perceives someone who will work to deliver and influence others in the customer’s interest. They see someone who will get excited about their company and strive energetically to meet their goals and solve their problems.
A positive attitude engenders customer confidence. Customers want to do business with people who have a can-do attitude, are flexible, are concerned to help them achieve their goals, and are always looking for the win-win solution. Your attitude determines your altitude!
The starting point for a positive external attitude is a positive attitude about yourself. This starts with who you think you are and how you feel about yourself. Your self-perception determines the perception your customer will have of you. Perception becomes reality. In the airline industry, it has been said that coffee stains on tray tables on airplanes indicates poor engine maintenance; customers see a dirty tray table and wonder how well the airline maintains the rest of the equipment.
The formula for success when it comes to attitude is “OPERA.” OPERA stands for “Optimism, Persistence, Enthusiasm, Resilience, and Affability.” Each of these characteristics is critical to a successful sales career, high self-esteem and enjoyment of your work. I will address each OPERA principle in future articles, so please check back often to learn how you can create the right attitude to win in sales!
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