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Sales Meeting Minute

Attitude, behaviour and technique

Whether you are talking about your sales career or your personal life, you achieve success as a result of several interrelated factors which fall under three categories: attitude, behavior and technique. Learning a new prospecting approach (technique), for instance, won't ensure you of more business unless you have a plan for implementing that approach (behavior) and the belief (attitude) that it will work for you.

Attitude has to do with your outlook - the perception you have about yourself, your company, your product or service, and your marketplace. It can be one of possibility, or one of limitation. And, since it's your perception, it's your choice.

Behavior relates to having a systematic approach to the task at hand or step-by-step plan for reaching goals. Haphazard behavior will not take you closer to success, nor will guesswork or lax standards. Don't let yourself off the hook because you're having a bad day or would rather be playing golf.

Technique relates to the application of various skills. It consists of strategies and tactics you use to implement your behaviors.

A successful salesperson realizes that what he or she thinks and feels about the selling process and how he or she behaves during the selling process can greatly affect the outcome of the process. Prior beliefs, judgments and actions that don't support your current goals can sabotage your sales efforts. An attitude and/or behavior adjustment, coupled with proven techniques, can be just the ticket to improving your sales outcomes.
 

Copyright 2012 Sandler Training and Insight Sales Consulting Inc. All rights reserved.



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About the Author

John Glennon is an authorized licensee of Sandler TrainingSM in the Interior of British Columbia.

John is an accomplished sales person and manager with over 17 years sales and sales management experience. Beginning in sales in 1990 as a sales representative, he progressed to territory manager, sales manager, division manager and national sales and marketing manager roles throughout his career.

In 1997, John became a student of the Sandler Selling System. This introduction changed his sales career and over time propelled John and his career to new heights.

Successful in accelerating growth through strategic leadership, John knows firsthand the value of a sales training approach that follows a learning philosophy of ongoing reinforcement. He is experienced in driving the behaviours, attitudes and techniques required of an effective sales team.

Sandler Training is offered on a regular basis from their Kelowna, BC training center and through innovative distance learning programs to the rest of the BC Interior.

www.glennon.sandler.com




[email protected]
1-866-645-2047




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The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet presents its columns "as is" and does not warrant the contents.


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