It could be argued that the only thing a salesperson has to manage is his or her attitude. In the final analysis, that attitude could really be the only thing that you have control over.

You may remember I recently blogged about trying to buy gas logs for my house. I needed several sets – a sale well over $2,000.00 in value. To my surprise it took several weeks to order them, three visits from the technical installation people to install them, two visits to get them to pass inspection and a final visit to ensure they worked.

The installation people, in spite of this adversity, continued to be positive, upbeat and enthusiastic. The argument could be made that, perhaps, they’re used to mistakes. However, no matter the reason, I noticed that they were also positive and upbeat – no matter how much I complained!

I was the only one who was miserable. So I stopped complaining and started to enjoy being with the installers as they went about their work. It sure made a better day for me as I maintained a positive attitude.

The conclusion? Being angry or upset only affects you – no one else. So give it up and manage your attitude.

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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These are five ways that you can conquer call reluctance.

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This and other podcasts are available to download at itunes to help your selling career. If you have never used itunes and need help to download and install it click here for a tutorial.

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I recently had a very positive sales experience with a car salesperson. Yes, I said car salesperson! If you’ve recovered from the shock, let me tell you about it.

The salesperson’s name is Kenny. Kenny’s approach was very professional. He took the time to ask questions to determine what we were looking for, how we were going to use the vehicle, who would be the primary driver… More importantly, he listened to our answers.

He reviewed the dealership’s inventory and between what we were interested in and the existing inventory, recommended several vehicles to look at. The demonstration was done well. We had the opportunity to ask additional questions and receive answers. When Kenny was faced with a question he didn’t know the answer to, he found someone who did. Kenny did his profession proud.

He prides himself as a person who is the absolute opposite of the loud, obnoxious, overbearing car salesperson stereotype we all dread dealing with.

Good job Kenny!

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I was reading some interesting research the other day. It shows that, in order to be most effective, you have to respond to an Internet-generated lead within 4 hours. After that, the value of the lead dissipates quickly. That same research shows that you’ll get a chance to leave a voicemail about 40% of the time. That’s ok, though, because a quick response (even if it’s just a voicemail) yielded a much happier prospect.

So, what does that mean for you? Call them back!

What is this “need for speed?” Where does it come from? Lots of buyers are part of the immediate gratification population – instant-food, instant-fun, instant-wealth…and instantly-responding-salespeople.

There’s more to it than that, though. How about more options, greater competition, instant communication… What’s the message here? It’s simple: speed wins!

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