Before you make a call to a prospect, take a trip to the prospect’s office in your mind. Ask yourself three questions:
1. Am I sold on the benefits of the product I am offering to this prospect?
2. Would I buy the product myself if I were in the prospect’s position?
3. Am I sold on my ability to make the sale?
If you cannot answer all three questions with an enthusiastic yes, then you will have to review your own attitude. You can count on your prospect’s ability to “read” your lack of enthusiasm and you may lose the sale. (Note: your attitude is mainly expressed in “nonverbal language”: facial expression, body posture, nervous tension, etc.)
Your attitude should be at a peak level if you are working towards success. The professional salesperson’s self-image says: “I assume success.” He or she is able to develop that special kind of attitude which we could call the “assumptive attitude” in selling. This attitude shines with enthusiasm for the product or service the salesperson represents, and shows a caring attitude for the customer’s needs and desires. This attitude assumes success during and after the sale.
The next time you find yourself in a difficult situation with a grumpy prospect, smile and anticipate that the customer will change his or her behavior sooner or later. Based on the law of physics, “For every action there is an equal and opposite reaction.” There will be a change sooner or later. All you have to do is nurture the feeling in you that says, “I am sold myself and will convince this prospect,” then be patient, ask your questions, listen, smile and be persistent. Help the customer focus on your inner enthusiasm which radiates “My product benefits are designed to meet your needs!” Before each call, think about your assumptive attitude!