Selling with Attitude: The Optimism of Really Good Timing

May 24, 2011 - PRLog -- "Selling with Attitude" requires optimistic goal setting, an optimistic approach and optimistic timing.  I am not talking about hope, but I am talking about optimism.

The optimism in sales goals, approach and timing involves a singular focus on meeting the needs and challenges of the customer.  There is no room for meeting your own needs or taking a product focus.

The first and most important step in “selling with attitude” is to get your ego out of the picture.  Effective selling is not about whether you succeed or fail at the sale, but is only about succeeding in meeting the needs of the customer.  If you take that attitude, the customer will know that your priority is their welfare and if they genuinely need and can benefit from your product they will buy and buy again.

Thus, when you get out of bed in the morning and your feet hit the floor, your positive-attitude-driven first thought will be--if you are selling with attitude-- “How can I learn about the needs of my customers and how can I learn how to better meet those needs?”  You need a sales-attitude-adjustment if your thoughts focus on how many sales you will make and/or how much money you will make.

Today, I am going to introduce the “Selling with Attitude” concept of optimistic timing
in sales.  I have written previously about optimistic goal setting for sales and have a  Video Tip on the "Optimistic Approach to Sales."

Timing is Everything with the Right Attitude

The right approach, but wrong timing is likely to lead to a lack of customer acceptance. If timing is off, the person is not ready to accept the product or service.  

Timing is all about acceptance – clients internalizes the message, see the product as part of their self-image and are ready to take action; have incorporated the product or service into their view of a projected future self-image.

   * With your help, clients have developed a clear vision of how they will use your product or service in a way that enhances their own goals.

Five Components and Stages to Effective Timing in the Selling with Attitude Program

The five components are: 1) Hear, 2)listen, 3) receive, 4) understand and 5) accept.  There are five stages of timing that involve various combinations of these types of timing described below:

  1. Really bad timing – client covers ears and does not even want to hear.  We’ve all had this experience when we get a “cold call” or a solicitor walks into the office unexpectedly.  Out first response is to hang up or otherwise turn the person away without hearing their pitch.
  2. Bad timing – client hears but does not listen; can say, “Yes, you said something about such and such,” but she is unable to summarize or accurately repeat back what the sales person said.
  3. Neutral timing – client hears and listens, can repeat back a clear summary of what was said, but does not receive the message into his inner psyche; he is saying "This is not for me (at least right now)."
  4. Good timing – client hears, listens, receives – client is saying: “Maybe this is something I should give serious consideration to, it might be something I need."  The client might even make a purchase at this point, but you risk being a “one time sales wonder.” Better to get the client to Timing Stage: 5.
  5. Really Good Timing – client hears, listens, receives, understands and accepts.  The client, through understanding and acceptance, has made a commitment to make this product work for them, to meet their needs and goals.  Once that commitment is made, the client now owns the sales process and will continue to be your client for a long time because they are in charge “of-making-it-work” not you.

To see Dr. Russ give his video tip on "Sales Timing" click on the link: http://www.drrussbuss.com/optimism-blog/2011/5/24/selling...

http://www.drrussbuss.com/optimism-blog/2011/5/24/selling-with-attitude-the-right-timing.html

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