The first thing I like to talk about when I begin the first day of training is attitude. I explain that sales is a total good attitude game. Without a good attitude a person can never reach their potential. It is next to impossible to have a bad attitude in life and then flick a switch and have a good attitude in sales.
Attitude is a state of mind. It is a decision that is made consciously. I am not talking about physical pain or a big thing like a loss of a loved one. There is a season to mourn, but most seasons should be made up of sunshine.
It really depends upon what a person focuses on. If they think about what they don’t have, they will feel negative. If they think about what they do have and appreciate them, then they will have a smile in their heart, on their face and in their words.
I want the people to know that there will be a lot of times that they will work really hard only to have their deal turned down by the manager, financing, or possibly a customer who changes their mind. In the real world, more people say no than yes.
If the salesperson attitude is determined by the outcome of their efforts, they will feel let down a majority of the time. But if the salesperson gives it their best shot customer after customer and determines that their attitude is based upon good efforts, then they can almost always feel positive and motivated.
Of course the salesperson wants the sale and of course you do too. I don’t expect anyone to jump up and down for joy because a deal fell through. But if everyone took their swings and gave it their best and kept doing it that way customer after customer, it is easy to believe that many good things are going to happen.
Anybody can be smiling when things go good. But a pro knows how to handle negative results with positive thinking. He thinks about what he could have done a little better and then keeps on trying. He also thinks about what he did right and reminds himself to keep those plays in his playbook. By doing both you will end up being a super salesperson.
Dog poop teaches us how to wipe off a problem and keep going full speed ahead without being bummed all day by what you stepped in. Yes it is a bummer at the time and a little moaning and groaning is normal. But then you wipe it off and keep following the path to success. We don’t stay focused on what we stepped in. I do believe the universe made dogs, so we could learn how to deal with all the daily hassles that come our way.
So when a deal goes sideways — bummer — learn what you can from it. Follow up as much as possible, and most important of all, wipe off the feeling of defeat, and go give it your best shot with your next customer.
Click on the headlines below to read the previous blogs in this series.
- Hiring the right salespeople is the key to increasing sales
- Taking the incoming call from potential salespeople
- Preparing for sales training
- First day of training — Part 1
- First day of training — Part 2
Steve Lemco is the youngest brother of the late Ed Lemco and has been doing sales training and hiring for motorcycle dealers since 1983. He is the author of three sales books, the new "Training and Hiring New Salespeople," “Motorcycle Sales Made Easy” and “You Gotta-Wanna.” Steve has trained in every state in the U.S., as well as England, France, Australia and New Zealand. Steve incorporates motivational boards and games along with his training and hiring because he believes the best way to get the job done is to make it fun.