How to Have a GREAT Sales Day, Everyday!
Back in the late 80’s and early 90’s there was a popular mantra being touted by Motivational Speakers:
P.M.A. stands for: POSITIVE. MENTAL. ATTITUDE.
The pitch was, that having a POSITIVE MENTAL ATTITUDE (P.M.A.) would lead you to higher sales and success.
In theory, having a positive attitude should generate better results than having a negative attitude would.
The problem, however, with the whole “P.M.A.” thing was that most sales reps weren’t being taught to have the right perspective, in order for it to work.
So what ended up happening was most sales people would try it and, eventually, fall back into a low motivational state, while others PRETENDED to always be happy (driving everyone around them crazy as they acted happy, but really weren’t).
Here’s the problem:
Simply telling yourself to “be happy” or “everything is great” isn’t going to last long unless you have a true source, understanding or perspective on why things really are great, even in troubling or difficult times.
Example: Having gatekeepers continue to refuse to put your calls through, prospects ignore your voicemails, delete your emails or flat out reject you when you do get them on the phone, and then telling your mind that things are great, probably won’t be of much help to your state of mind (or bank account).
Sure, it may help for a day or even a week, but to expect it to sustain more than that could be setting yourself up for failure.
But being thankful that you actually have a job and an opportunity to learn how to be better so you can reduce those work related “rejections”, will keep your P.M.A. strong all day long.
Taking a moment to realize that you GET to go to work – You GET to make cold calls – You GET an opportunity to overcome pricing objections. Choosing to be happy because you have these opportunities is a much different perspective over simply telling yourself to be happy without merit.
Without truly being thankful that you have a job to go to, leads to call, sales challenges to learn how to overcome – without the right perspective, your P.M.A. will go M.I.A. real fast.
Making (or thinking) statements like: “I would be happy if, instead of making cold calls, we only had inbound leads” is doing you, and everyone around you, a disservice.
If you truly don’t want to make cold calls anymore, then simply learn how to generate inbound warm leads. No one is suggesting that you continue to do something or live with a situation that you don’t like. Feel free to make and mold your life the way you envision it.
Having a P.M.A. doesn’t mean you aren’t allowed to make adjustments or improve the situation you may be in. Having a P.M.A. means being thankful that you have an opportunity to be better. P.M.A. doesn’t mean pretending to be happy. It means having the right perspective.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
OUTBOUND B2B SALES WORKSHOPS
How to successfully sell by phone, email & LinkedIn – Live Online Sessions from Michael Pedone
SPACE IS LIMITED TO FIRST 50 REGISTRATIONS
Register Now for Our Next 8-Week Phone Skills Improvement Program!
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Learn a step-by-step process for Cold Calling and Warm Calling
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Learn more effective Sales Questions to ask (and ones to avoid)
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone
GET WORKSHOP DATES & TIMES HERE