Aug 03 2012
What kind of attitude do you want? Here it is, plain and simple. You want your customers to know that you are the best professional sign salesperson in town. Number one. Numero Uno. Second to none.
You are saying, without actually saying it, they are CRAZY not to do business with you. Further, yours is the best sign company in the nation. You have the best solutions and work harder than anyone. Why would they want anything else?
Your attitude comes out in many forms, some subtler than others. Although you would never, ever SAY you were the best in the business, you can say it without words. First, put some punch into your language and even some extra volume. Sometimes form over function is a good thing. Next, S-M-I-L-E. It’s amazing how much your sales will increase if you’d just take off that eyesore look and put on Mickey Mouse. Third, act successful. Even if you are not doing well, give the impression that you are. No one wants to buy from a loser. So, act like you are king of the hill. Finally, you can add some subtle changes to your life and make a difference.
Put a bounce in your step. Dress to the nines. Stand up straight. That’s right, fake it! Share your bad disposition with your coworkers (why not, they are sharing theirs with you!), but leave it at the office when you go out on calls. When you are in front of prospects, be the salesperson you WISH you were. Wear your attitude like a mask.
Note again that there is a fine line between confidence and cockiness, so you need to watch your step. Most of the changes you will need to make are subtle, even visual. If you find yourself donning a sport coat only Herb Turlock would wear, you have gone over the edge.