A Winning Attitude

A Winning Attitude

How developing the right attitude and approach in sales is the first step to meeting customer needs

Nick Fawbert

Search for the Hero Inside Yourself

When we think of great business people, the first people that spring to mind are great traders – people with vision and drive to work with other people to identify what their customer needs, to develop solutions, and position themselves as an intermediary to bring the two together.

Established superstars like Richard Branson or Steve Jobs are popular choices, but also modern entrepreneurs like Gary Vaynerchuk.

Some are quiet, reserved but confident, some are brash and in-your-face, but they're almost always marked out by their personal drive and determination, and importantly by their willingness and capacity to overcome obstacles to achieve their business ambitions.

As far away as their success may seem, everyone has it inside themselves to achieve those same goals.

Anyone Can Be A Great at Winning New Business

What’s not often recognised is that great business people come from all walks of life, and have a variety of personalities, both introverted and extroverted.

This means anyone can become a great business person, including you (if you’ve found five minutes to sit down and read this article!)

Great traders always work in teams, in partnership with both their colleagues and their customers, and we’ll look at the kind of approach to cultivate if you want to drive success.

The Big Picture

Think of selling and trading in terms of a three way bargain – we need to find that space in business where three key factors intersect:

  • the capability of your product or service
  • the needs of your customer
  • your own personal objectives

We already know that a business will only be successful if it solves a customer problem, but the reality is that it all starts with your own drive and determination.

Unless you’re in the right frame of mind to identify and communicate opportunities to other people, even the best of products will fail.

So everything starts with you.

Leverage Attitudes That Work

Great teams need the kind of people that contribute to a happy and successful working environment for everyone. Business leaders commonly cite a range of skills:

  • Ambitious
  • Engaging
  • Self-starting
  • Innovative
  • Accountable
  • Reliable
  • Open

To be a great sales person, you need to develop specific attitudes to develop these skills, so we’re going to spend a couple of minutes reviewing the key factors that will get you going.

Think carefully about how some of these ideas apply to you, and ask yourself in all honesty if you live by these rules.

After you reach out to your customers, review them, and ask yourself how you applied them.

Great sales people are always aware that the real winner is the customer.

  • You wouldn’t be in the role you’re in unless your product delivers, so you know the customer will continue to enjoy the benefits long into the future.

Make this fundamental knowledge the source of your confidence and determination. You may not always be able to get the right customer at the right moment, and it may take you time to learn how to present it well, but so long as you are still working at it, and still growing from your experiences, every pitch will be better than the last.

Great sales people are rational and open-minded.

  • They understand their customers’ concerns and work hard to solve them.
  • They don’t confuse professional hurdles with personal rejection.
  • When communication breaks down with clients they take personal responsibility to rebuild relationships.

Great sales people are committed.

  • They work hard because they know that the customers won’t come to them.
  • They are convinced by the quality of their services.
  • They are aware of the benefits that their services can deliver.
  • They want to build a large portfolio of satisfied, loyal, successful customers
  • They can only achieve this because they’re realistic and pragmatic in their approach to business

Great sales people know that they are successful through dedication and personal development.

  • They are constantly looking for ways to improve themselves and their business.
  • They capitalise on their victories and learn from their failures.
  • They observe and learn from the success of others around them.
  • They take personal responsibility for their own development.
  • They never consider their knowledge or skills complete, and always look for ways to refresh and re-train.

Stick by these rules, and you’ll be a good business person. But if you’re looking for the next step beyond this, you need to look for unique skills and attitude.

Make Yourself Unique

Many businesses look for minimum qualifications in business candidates in language and mathematics. This is because great sales people must be entrepreneurial, analytical and highly professional.

They must be able to prioritise work, possess excellent written and oral communication skills, be a strong negotiator, be numerate, and be comfortable managing multiple sales pitches and projects with their clients.

If you're weak in these areas, consider how you can acquire these skills, or make sure you work with a partner who complements you!

Great sales people demonstrate personal initiative and ambition linked with the ability to think laterally, and find new solutions to unpredictable challenges.

Most importantly, even if you feel that you’re not the perfect sales person yet, you’ll get there one small step at a time.

The one thing we can guarantee is that if you can meet these demands, you’ll be one of the most successful sales people in the world…!

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Nick Fawbert

Nick FawbertNick Fawbert

With 25 years in the media and marketing industry, and almost 20 of those in digital marketing, Nick is one of the most experienced practitioners in the Asia marketing industry. He is Founder and CEO of Mutiny Consulting.

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