One of the most important things I learned early on in my sales career is that attitudes are contagious.
My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy.
And most of that came down to my attitude. “Would you want someone to catch your attitude?” he constantly asked me.
As such, I learned the importance of having a “can-do” attitude, an attitude that was confident, that expected success, and that signaled to my customer that he should buy today.
Here are three things you can do to improve your attitude, and to keep that attitude positive through each and every sales call you make:
#1: Buy a mirror and put it on your desk and look at yourself as soon as your prospect answers the phone. I know this sounds silly, but it works! A mirror will tell you if you’re smiling; it’ll teach you if you’re slumping or looking confident; it will reflect your level of confidence and it will help you remain positive throughout the call. Try it.
#2: Smile. Again, silly, right? Powerful, yes! Every time you smile, you signal to the rest of your body how positive you’re going to be. The moment someone calls me, my automatic reaction is to break out into a huge smile—and that smile is reflected through my voice to my customers.
You can hear if someone is smiling on the other end of the phone, right? So can your customers! Remember: Do you want someone to catch your attitude? The secret is they will—whether you want them to or not!
#3: Get up and walk around when you’re on the phone. Anthony Robbins once said that motion creates emotion. It’s true. If possible, stand up a few times a day, or get in the habit of pacing while on the phone with a prospect or customer. The simple act of moving your body will go a long way to improving your attitude and filling you, and your prospect, with energy.
As you read through this list, ask yourself: which of these are you naturally doing now? If none of them, then implement one (all three is best!) and watch your attitude—and the attitude of your prospect—improve!
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