Positive Thinking As an Aid in Creating Confidence During a Sale

Think you are going to win in every sale. The fact that you do not close each sale does not mean that you are a failure in that line, as it may only be necessary to close one or two sales a day in order that you may earn a good living. There are some high end stores where 1 sale a MONTH is considered a success.

But you are surely a lazy and inefficient salesperson if you do not work your line for all it is worth. A positive attitude of mind will keep you from becoming discouraged when business is apparently poor; and it will whet your appetite for more and still more business, when business is good.

When you think of a prospective customer as being willing to listen to what you have to say, your mental attitude and the radiation from your personality will be positive; and the customer will feel the influence when you go into his presence.

Remember this, however, that this attitude of mind must be reached during the pre-approach. It is largely the result of your investigation of the conditions that surround a customer and the facts that you have been able to learn about the customer himself.

Salespeople, as a class, have to work harder mentally to succeed than do many other classes of workers. It is right that this should be so. The reason is that salespeople deal with ideas, people, and things; while mechanical and inside employees deal mainly with things. It is much harder to handle people than things.

You may rightly estimate that the average working person uses about 20% of his/her energy in thinking and the balance in working. The salesperson, on the other hand, uses 20% of his/her energy in working and the balance in thinking. The average worker or mechanic soon becomes accustomed to handling his tools and very little creative thinking is required to do work in a creditable manner.

The salesperson, in order to do the most creditable work, must be educated in salesmanship, progressive, courageous; in fact, she/he must be able to overcome conditions where the average person would fail. It is not surprising then, that the salesperson must have some way to keep himself positive in mind, body and will. Regardless of conditions YOU CAN MAINTAIN A PROPER MENTAL ATTITUDE. You can master yourself and make sales even on off days. You can sell every customer you make up your mind to sell. It is even a good idea to take extra time in selling a hard customer, when you have it to spare, to convince yourself that any customer can be sold when the salesman wants to make the sale.

Think success thoughts. If you think of making sales, you will make them. You cannot think of making good and fail. You must succeed if you think success. If you believe in yourself, others must believe in you. If you believe in your own ability, you will prove you have it. You will perhaps try new tasks, and increase your power to do and to achieve.