Is Your Outlook Affecting Your Sales?
By Dan Caramanico
Your outlook is how you see the world. If you have a positive outlook you see the glass as half full. If you have a negative outlook you think that nothing good can happen in this environment. The economy is bad, my company is suffering, nothing is going right, etc. the glass is not only half empty, it is cracked and leaking.
Outlook acts like a force multiplier when you are selling. It amplifies everything you say and do. Your outlook communicates itself through your body language and tonality along with the substance of what you say. You might ask for the order but if your outlook is negative it will come out sounding to the prospect like you don’t really expect them to buy. It will be difficult for you to even pick up the phone because you will say to yourself “what’s the use nobody is buying anything anyway”. If you do pick up the phone and you do ask a question, if you don’t get the right answer or the one you were hoping for, you will just give up resigned to the fact that there is nothing you can do and this is just one more example of it.
On the other hand if you have a positive outlook you are eager to get to work. You are excited to pick up the phone because the next call might be the prospect that makes your whole year. You are undaunted by rejection or not getting the answer you were looking for. You just back up adjust your approach and try again. you view the rejection as a necessary evil on the way to success in sales.
So how do you keep a positive outlook in the face of adversity? One way is to remember the good times and try to recreate them. Remember how you felt and how you acted when you saw the glass as half full. Focus on some part of your life that is going well, even if it is not the business part of your life. You can also find someone who has an “up” attitude and talk to the m. they will infect you with their enthusiasm. Ask them why they are excited and maybe one of their reasons will excite you as well. If all else fails … fake it. Pretend to be excited. But don’t go over the top or it will come off as phony. This video will help explain more about outlook.
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Dan Caramanico is a salesforce development expert and he is the author of Attributes of The Optimal Salesperson® One of Selling power’s top ten books for 2010 and Optimal Selling, Sales Conversations of the Optimal Salesperson.