All through October we have explored Sales; we have looked at steps you can take to make an immediate impact on your sales, asked the question, "What is the attitude of you and your sales team when interacting with prospects," delved into the importance of developing a hot list and working the plan, and then laid out a call to action challenge. Now, let's touch on the necessary energy and attitude that projects how you feel about what you are offering.
You have to be engaged in the conversation. You have to listen to the prospect to determine their needs and desires. You have to believe that what you have will meet or exceed their needs and desires. Most of all, you have to be open to asking for the sale. Too many times, a sale is missed or a prospect goes with another company because the sale is not asked for. The prospect may perceive that because the sale was not asked for that you are not that excited about working with them or not that interested in the opportunity. If your attitude does not tell them that you have what they need and desire and that you want to be the one to provide the needed and desired product or service, why would they want to "give" you their hard-earned money? Always remember that perception is reality...your prospects perception.
By keeping the right attitude and asking for the sale, you and your team show your prospects that they are important to you and your business. Zig Ziglar said, "Your attitude, not your aptitude, will determine your altitude." How high are you willing to fly?