Harvard Business School reports the essential components of sales success are information, intelligence, skill, and attitude. But which is No. 1?
Information, intelligence, and skill account for 7%, while attitude accounts for 93% of sales success. And a great attitude is what you need for prospecting.
Contagious and apparent
A positive attitude is contagious and apparent to decision makers and their gatekeepers. Attitude is not based on optimism but on work, preparation and realistic goals.
Tips for maintaining a positive attitude include:
- Review and remember your accomplishments and successes. Focus on the positive.
- Avoid people who undermine your confidence or make you feel negative.
- If something goes wrong, consider how you can behave differently the next time.
- Maintain pride in your professionalism. Think of yourself as a highly trained, a well-prepared consultant who is necessary to helping executives choose the right goods and services for their companies.
View original post 94 more words