How To Develop The Best Attitude For Selling

There is a simple secret to on-going sales success.

It’s not a particular process, method or technique and anyone can do it.

The simple secret is attitude.

Developing an attitude for selling is crucial.  Without the right attitude you’ll be unmotivated, unfocused and your prospective clients will be able to tell.

You see, having the right attitude for selling creates purpose.  Purpose creates drive and drive is what creates results.

Would you like to know how to develop the best attitude for selling?

Keep reading, and I’ll show you the four steps to take.

Step 1: Be Yourself

At the start of my career I worked for someone who was a prominent speaker.  He regularly spoke at gatherings in the UK and overseas.  I often accompanied him at local events and learnt a lot from listening to him.

As time went on I started doing small talks for him.  One day he was ill and asked if I would take an engagement.  His wife went with me.  I did the talk and on the way home in the car she explained that it was quite strange for her – I sounded so much like her husband when I was talking.  The rhythm of my voice, the way I emphasised certain points – I’d picked up all of these traits without noticing.

It’s easy to do the same with selling.  You can listen to experts, read blogs posts, watch videos and find yourself trying to be someone you’re not.

The first step in developing the best attitude for selling is to be yourself.  Show your prospective clients the real you and let them get to know, like and trust you.

As part of being yourself, only focus on sales activities that you enjoy.  Sure, you might know that making some phone calls each day to prospects would help build your sales pipeline.  But honestly, if the thought of lifting the phone receiver brings you out in a cold sweat it’s not worth it.  You won’t do it, you’ll find an excuse to do something else and feel guilty and stressed about doing it tomorrow.

You’re better picking a small number of activities that you enjoy and putting all of your effort behind them.  If you enjoy the activities you won’t procrastinate as much and you’ll get better results.

In micro business sales there is no right way – just what’s right for you.

Step 2: Be Useful

Do you like it when you get interrupted when you’re out shopping by someone who wants to sell you a credit card, car breakdown cover or utilities for your home?  Or when someone interrupts your dinner with a cold call?

I don’t think anyone does.  This type of interruption selling isn’t the way to get people to know, like and trust you.  It’s the way to get them to do the exact opposite.

The second step in developing the best attitude for selling is to be as useful as you can be to your prospective clients.

Rather than trying to sell, listen to their problems.  Find out what keeps them up at night.  Then use your experience and knowledge to help them.  Show them how much you know, so they can see the benefit in working with you.  How their life would be easier or their business would be better.

By being useful to your prospective clients you show that you are an expert in your field.  Rather than being a sales person they want to get away from, you’ll be remembered as an advisor that they can return to in the future.

Examples of being useful including sharing knowledge openly through a blog, interacting with people on social media networks to answer questions and getting together face to face for coffee, just to learn more about your prospects and share your knowledge.

It’s a “soft sell” but it’s also a very successful one.

Step 3: Be Consistent

One of the main reasons micro business owners end up in the feast and famine cycle is not having a consistent sales attitude.

This causes issues in two ways.

  • The Scattergun Approach: Trying lots of different strategies all at once.  You won’t put enough focus to make any one strategy successful through measuring and refining.
  • The Busy Approach: When you get success, and the sales come flooding in, you get too busy.  At this point you slow down on your sales and marketing activities and the feast turns into famine.  When the work dries up so has the sales pipeline.  It takes a long time to find new prospects, take them through the sales process and turn them into sales.

Being consistent in your attitude about sales will ensure your activity is also consistent and you keep your sales pipeline full.

Step 4: Be Meticulous

The final step in developing the best attitude for sales is to be meticulous in three ways:

  • Your Message: Be as useful to your prospective clients as you can be.  Don’t just give a little information, show them as much as possible of what you know.  In my own business I’ve found that the more information I give away for free, the more people come back when they need my help and services.
  • Your Records: Your sales pipeline, or opportunity list, needs to be recorded meticulously.  Ensuring you have the details of the prospective client, what they require and the next action will help you nurture the lead into a sale.  If you don’t have the correct details you can’t follow up the lead.
  • Your Follow-Up: Don’t let leads get cold.  Ensure you regularly follow them up to see if your prospective client needs more information or any further help.  Don’t pester, but ensure you stay at the top of their mind and no one else can steal the opportunity.

The Bottom Line

In micro business sales, attitude is everything.

If you’re working on your own you don’t have anyone else to “fire you up”.  Maintaining the best attitude for selling will ensure you grasp every opportunity, avoid the feast and famine cycle and grow your business.

micro business actionToday’s Micro Action

It’s believed to take twenty one days to form a habit.  Take time today to pick five sales activities that you enjoy, and will work on every day for the next three weeks.  This will help you develop your best selling attitude and get results for your micro business.

Robert Peters

Robert Peters is a small business advisor, coach and consultant. Through his Fresh Eyes Consultancy he helps micro business owners grow sustainable and profitable businesses. Sign up for a free copy of his guide on how to avoid the feast and famine cycle and take the stress out of micro business sales.

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Comments

  1. Robert this is a great post. Unless you’re a natural sales person selling can be tricky and uncomfortable. I love the idea of focusing on the activities that you do best and also helping & advising people. I see how this helps with content marketing and it makes total sense. If you have allowed potential customers to get to know, like and trust you, they’re more likely to pick you when they need your product or service. A very thought provoking article and so fantastic to see you on the Hub 🙂
    Georgina El Morshdy recently posted..How To Write A Killer Home PageMy Profile

    • That’s so true Georgina. If you’re not a natural sales person it can be a real toil, but being useful, helping people and sharing your knowledge is very powerful in attracting prospective customers and establishing trust. I’ve met several business owners who don’t enjoy selling but love helping people – doing what you enjoy is the best way to stay motivated and get consistent results.

      Thanks for your comment and feedback. It’s great to be on the Hub 🙂
      Robert Peters recently posted..3 Simple Steps to Add Personality to Your Small Business WebsiteMy Profile

  2. Hi Robert,

    Great article, as someone who’s been selling nearly all my working life I found myself agreeing with each point as I read your article.

    For instance in ‘Step 2’ you say about being useful, well my microbusiness is all about selling to other microbusinesses and I know that when I myself get a phone call it’s usually not a good time for a sales call so I really appreciate it when one of the first things asked is ‘is this a good time to call?’ so I try to do this when making my own sales calls.

    Also in ‘Step 4’ you talk about keeping records and following up, these both go, in my mind, hand in hand and I find it really useful to use a web based CRM such as Capsule CRM.

    Finally one thing I’d like to add is ‘Smile’, this will come across in your voice and will promote a positive reaction from your prospect.
    Tanya-Jayne Park recently posted..The Future of TechnologyMy Profile

    • Great points Tanya-Jayne. I agree, being sensitive in sales is really important. Asking if it’s a good time to talk shows you’re not pushy.

      A web based CRM is a great tool for managing your enquiries and helping you manage the process of nurturing leads into sales.

      Remembering to smile is a good addition 🙂 If you’re doing what you enjoy then show people. Smiling makes you approachable and helps people get to know, like and trust you.

      Thanks for the feedback and comment!
      Robert Peters recently posted..3 Simple Steps to Add Personality to Your Small Business WebsiteMy Profile

  3. Hi Robert,

    Very good post indeed. Probably the first practical post I’ve ever read on sales.

    I maintain a technology blog and I also have a sub-blog where I post occasionally. The “Today’s Micro-Action” point of your post reminds me of a lesson I learned in a seminar. You can read it here:
    http://life.irohitable.com/post/2012/06/18/A-resolution-to-contact-five-new-potential-clients-daily.aspx

    • The idea in your post of consistently contacting a number of prospects each day is great. Sales success comes with consistency. You have to find what works for your business and then keep at it every single day. You’ll start to see results and if you keep consistent with the activity you’ll have a steady stream of new clients and enquiries.

      Too many business owners are inconsistent because they don’t see immediate results or they get too busy, but then wonder why the leads dry up.

      Thanks for the feedback and comment Rohit!
      Robert Peters recently posted..3 Simple Steps to Add Personality to Your Small Business WebsiteMy Profile

  4. I have a list of actions in Trello, such as ‘3 leads actions’. Tomorrow’s is ‘5 LinkedIn recommendations’ as well as daily 3 warm calls actions, 3 leads actions etc. It’s very precise and manageable. It works very well with doing bookkeeping as well, much easier than ’11-12 tax return [insert panic/dread here]’!
    Rosie Slosek recently posted..One Man Band Accounting new website launching in September!My Profile

  5. Hi Robert, what a great blog. I spent 2 years in a hard sell environment a few years ago and it was tough, and to be honest I didn’t like it. But being your own micro business you have to stand tall to the challenge of selling and your blog is absolutely spot on, it isn’t about the hard sell, it’s about being yourself and being passionate about what you want to sell in a non selling way! Thanks again for the great tips! Janine

    • That’s spot on Janine. I’ve met many micro business owners who try to copy the selling techniques they think they “should” do, but don’t enjoy. It becomes frustrating, demotivating and unenjoyable. If you find what you enjoy, and tell people the story of why you do what you do and how you can help them, and actually show them your knowledge, you’ll do much better.

      Many thanks for the feedback and comment!
      Robert Peters recently posted..The Easy Sales Secret for the Non Sales PersonMy Profile

  6. What a fantastic post. Have just been speaking to someone in my family about selling (he’s been in sales all of his life) and this post mirrors and supplements the great advice he’s given me. When a ‘non salesperson’ thinks of selling we can get freaked out thinking it all has to be hard sell, whereas you quite rightly say that it’s much more about being authentic, useful and offering value. Am going to work hard at being all 3 as well as being meticulous (thanks Tanya-Jane for the online CRM suggestion [i didn’t know they existed ])

    • Hi Sara, I felt the same way. I feel really uncomfortable about selling and especially when talking about price. However Robert has completely reframed the whole experience and actually turned it on its head. Instead of labelling yourself as a salesperson, if you see yourself as helping and adding value to a potential customer, it suddenly all feels much more comfortable.
      Georgina El Morshdy recently posted..Top 10 Essentials Of Effective Leaflet AdvertisingMy Profile

    • I’ve found if you try too hard to sell, you push people away. If you try hard to be as useful as you can, you attract people who get to know, like and trust you. This often leads to them telling others, and you positioning yourself as the likeable expert in your field.

      It’s a very enjoyable method of developing your micro business and one that is very successful.

      Many thanks for the feedback and comment Sara – I’m really glad the post was useful!
      Robert Peters recently posted..3 Simple Steps to Add Personality to Your Small Business WebsiteMy Profile

  7. An excellent article 🙂
    I often get clients who lack the confdience to sell ‘themselves’ as they put it. My answer is to see it as relationship building, so your first point about being yourself is really pertinent!
    Building rapport and shining the spotlight on your customers needs is so important.
    Personally, point four is something I need to focus on – keeping records is something I must start doing, as well as keeping those leads well and truly warm!
    Thanks Robert.
    Susan ritchie recently posted..Comment on Why A Confident Team Needs You to Hold Their Hand by coachsueMy Profile

    • That’s a great point Susan. If you imagine yourself just explaining how you can help, and sharing your unique story, it becomes a lot less threatening and stressful than thinking you have to “sell”. But equally I think it helps the prospect trust you more and lower their barriers, so the end result can actually be an easier sale.

      Keeping records and a list of opportunities is something that a lot of micro business owners don’t do but it’s a good practice and helps ensure that you don’t miss an opportunity. It helps me stay on top of my follow ups and nurture leads into sales.

      Thank you very much for the feedback and comment!
      Robert Peters recently posted..3 Simple Steps to Add Personality to Your Small Business WebsiteMy Profile

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