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Attitude, Activity & Competence |
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Attitude, Activity & Competence
This is one in a series of articles on approaches to
enhancing sales performance. The articles include presentation skills,
cold calling, closing, questioning skills, territory management,
progressing the sales and many others.
Attitude
not simple to maintain in the sales profession, as salespeople hear NO more often than almost anyone else. Here are some hints;
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Celebrate success but also effort
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Don’t complain ever – stay away from negative people
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Take a 5 minute break when you feel negative
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Start each day with a positive call – existing contact or customer who is positive
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Read something motivational every day
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Remember there is a link from attitude to activity – if the attitude is wrong the activity will be wasted
Activity
Is the key to success. Plan the activity, do it and
then analyse and review your activity. Make the calls get the
appointments present the product and ask for the business. If a
particular area or link is not working as well as expected that is the
area you must work on to improve your competence.
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Plan each evening
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Execute your plan each day
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Review before planning the next day
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Always sell during the productive hours of 9-11 and 2-5
Competence
Make constant and consistent efforts at improvement.
This doesn’t mean a new sales course every day. It means analysing your
activity and identifying where you need to improve. Then working to
make subtle improvements to call scripts and presentations, working on
product knowledge, understanding character types, closing, handling
objections etc.
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After you analyse your day – plan to improve a weakness for 15 minutes the next day
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Read sales and business materials constantly
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Know your competitors – call them analyse their strengths and weaknesses
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Ask for help. Colleagues, customers, friends and so on
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Role play
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Last Updated ( Thursday, 28 July 2005 )
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