I just wrapped up day one of a three day sales training program for the sales team here at Sands China. They manage four different hotel brands here in Macau. One of the things we focused on first thing this morning, was the importance of having the right attitude. The mindset around sales. So many times you meet people who complain about everything – their products, services, the environment ,the economy ,their customers. You name it, they’ll complain about everything.

Stop Complaining

But I’ll tell you something: Those people won’t succeed in sales. In fact, they won’t succeed in life. I’ve met so many sales teams that complain about the price.

“If the price of our product was lower, I could sell more.”
“If only the product was better, I could sell more.”
“If only we had more favorable payment options or or payment terms I could sell more.”
“If only we had a wider product offering I could sell more.”

Guess what? I’ve seen companies and actually make all those positive changes and still can’t sell. It gets to a point where the reps have to ask themselves: “Is it the environment or is it me?”

Guess what? It’s you.

Check your attitude

If ever you’re struggling in sales, the first thing you need to check is your attitude. The aptitude, the skills, will come later. But the first thing you need to do is to check your attitude. Do you have the right mindset around sales? The right demeanor? The right persona? Are you resilient? Are you diligent? Are you determined? Are you a hard worker? Are you industrious? Are you goal-oriented?

Check your attitude and then the rest will come.

About Tom Abbott

Tom Abbott is the author of 'The SOHO Solution' and 'Social Selling'. Sales leaders engage Tom for his proven solutions to building high performance sales teams that exceed targets and for motivational keynotes that energise their audiences.

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