Last Updated Sep 4, 2008 11:38 PM EDT
To be successful in sales, you must have an attitude that supports you through the ups and downs of the sales cycle. You must be able to cope with rejection, move quickly to take advantage of opportunities, and all the while impress clients with your enthusiasm and energy.
I recently had a conversation on the subject of attitude with Tom Black, author of "The Boxcar Millionaire: Tom Black's Proven System of Sales Success." He's one of these classic "good old boy" sales professionals who's sold all his life. Nice guy, too.
He gave me a checklist of "attitude" signposts that's he seen in many successful sales professionals. I've taken his checklist and edited it into a self-assessment quiz that tells if you've what it takes, attitude-wise, to be truly successful in sales.
Answer each of the following questions HONESTLY (if you fudge, you're only fooling yourself):
- Do you read inspirational material and use positive affirmations?
- Do you believe people are as happy as they want to be?
- Do go over, under, around, or through any obstacle to get the job done?
- Are you persistent even in the face of disappointment?
- Do you constantly improve your performance and knowledge?
- Do you think BIG (even when you're dealing with the small-minded)?
- Are you truly committed to being of service to others?
- Are you willing to frequently leave your comfort zone?
- Are you a consummate professional (and act like one)?
- Do you accept change willingly as a part of sales and life?
My questions for you are: Is this the right list? And what, if anything, is missing?