BWGTouchPoint

If you were to ask me what one thing a sales person could work on that will have the greatest effect on improving their ESP sales success, you might think I would say “presenting benefits”, “closing” or even “overcoming objections”, but you would wrong.  The number one thing that affects a person’s sales success is “attitude”.

Your attitude, how you think or feel about selling ESP’s has a tremendous impact on how successful you are.  Attitude determines the results you see every day.  If you have a negative attitude, or even if you have an ambivalent attitude towards selling ESP’s, you are never going to be successful. On the other hand, if have a favorable or positive attitude, the sky’s the limit!

Here are five attributes of a positive attitude that you should always be working on improving:

Optimism

You have to believe you will make the ESP sale.  Before the sale, envision the last success you had.  Put yourself in that moment; feel that emotion and keep that emotion with you throughout the sale presentation.  If you don’t get the sale, look at it as a temporary setback, one that will only bring you closer to getting the sale the next time.

Enthusiasm

You have to be eager to present the ESP and enjoy presenting it.  Love what you do and be passionate about bringing value to your customers.  Present the ESP with energy and excitement.  If you’re enthusiastic when presenting the ESP to your customers, they will be enthusiastic about purchasing it.

Self-Confidence

You have to believe in your ability to sell ESP’s.  Be knowledgeable about the features and benefits of the ESP’s you offer.   Never stop learning.  Remember, selling ESP’s, like all selling, is a skill that continually needs to be improved.  Learn from your mistakes and learn from your co-workers, your company and  your customers.  Confidence comes from knowledge.

Responsibility

You have to take responsibility for you’re past failures as well as your success.  Too many sales people make excuses or blame external forces for not getting the ESP sale.  They say, “oh they were young and young people never buy them” or “people can’t afford them in this economy”.  If the customer does not show any interest, it is because you failed to gain their interest.   ESP sales is a process, did you work the process, or did you just say, “By the way, do you want to buy the ESP?”  After every sale you need to be able to look in the mirror and with all honesty say “I gave it my best shot”.

Initiative

You have to be proactive.  You cannot wait for the customer to ask you if you have an extended service plan available.  You have to take control and go after the sale.  Don’t pick and choose whom you offer it to. Present the ESP on every qualifying product, every time.  Always look for opportunities to bring the ESP into the sale; like when determining the customer’s needs, when reviewing the Manufacturer’s Limited Warranty, or when listing additional add-on products.  Don’t quit at the first rebuff or hurdle. When it comes to selling ESP’s, set personal goals for yourself and strive to achieve them.

When it comes to selling ESP’s, it is your attitude that will make you or break you.   If there is only one thing you work on improving, let it be your attitude