The Importance Of Having A Positive Attitude In Sales

Having a positive attitude in sales is easier said than done.

After you’ve been hung up on, yelled at, and maybe even insulted by prospects who don’t appreciate your phone calls and emails, it can be difficult to maintain an upbeat and cheery attitude.

There is a lot of emotion involved in sales.

“When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion.” — Dale Carnegie

Sales is about communicating with people, and that means dealing with emotions. ❤️

In the span of one day, you may talk to prospects who are excited, happy, nervous, stressed, angry, depressed, awkward, calm, confused, and amused.

Some will be interested in what you’re selling and others will be completely uninterested. Some will compliment you and others will hang up on you.

Even after closing a big deal, your very next call might be an angry prospect that goes off on a tirade full of expletives.

And it’s not just emotions from your prospects that you’ll be dealing with.

There will be emotions inside the office as well. Maybe your coworker who sits next to you is stressed out or your boss is having a bad day and being overly critical.

On top of all that, you still have your own emotions—from doing the job and from your personal life outside of work.

How you’re feeling impacts your success in sales.

In most other jobs, if you’re having a bad day, it might go unnoticed.

But in a customer-facing position, especially in sales, your prospects are going to pick up on your bad emotions, and that will hurt your ability to close deals.

For example, if you’re having a bad day and you start a meeting with a depressed tone and a rude demeanor, the prospect on the other end isn’t going to want to do business with you.

Or, if you talk about your product with monotone disinterest during a demo, your chances of closing that deal will decrease. ⬇️

Being emotional vs. having emotional intelligence.

It’s impossible to be emotionless. We’re not robots.

It’s okay to have emotion in sales. In fact, it’s essential for a salesperson to have high emotional intelligence. But there’s a difference between being emotional and having emotional intelligence.

It’s all about how you handle your emotions and how you let them affect you. Because your own emotions, in turn, will affect those around you, including your prospects and your coworkers.

Don’t ride the waves.

If you try to ride the emotional waves in sales, you’ll drown.

Instead, if you can maintain a positive attitude—like a lighthouse in the middle of the ocean, standing taller than the tallest waves—you’ll have a lot more success in sales.

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