Attitude Adjustment: Part Four | TravelResearchOnline

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Attitude Adjustment: Part Four

Not Seeking Success For Your Clients

If you want to get to the top of the sales profession, you have to focus on helping others and stop focusing on “selling”. When you try to sell, it comes off as just that, and no one likes to be “sold” to. But when you’re legitimately, openly, and sincerely interested in helping people, you will have their undivided attention and, eventually, access to their check book.

Zig Ziglar is a famous sales trainer who began his career selling pots and pans and is now a now a sales icon. Zig once reminded us that:

“You will get everything in life you want if you first try to help others get what they want in life.”

Look at it from a slightly different angle. Make it your business to make other people successful. That’s your new mission in life…to make your prospects, clients (and associates), successful. If your product or service can help make others successful, then you will soon be in high cotton.

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Bottom line: Change your focus from “you” to “others”. Focus on trying to help other people succeed. use what you know and who you know fo a single purpose, and that is to help others.

Your Prospect Is Not Your Adversary

As bizarre as this sounds, a “me against you” mentality is a common mistake among salespeople. Maybe this is a misdirected competitive spirit that pits the salesperson against the prospect. sales should not and cannot happen this way.

Let’s see…prospects will only become customers if treated properly. Customers pay our bills and are responsible for feeding our families. No customers, no business. So here’s a brainstorm: Let’s bad mouth our customers and show them what a lousy attitude looks and sounds like every opportunity we get. I’ll say it for you: This makes no sense, whatsoever.

Let’s get something clear. Prospects, having passed the suspect stage, are good things. Talk to them as if they were good things. Treat them with respect as if they were good things. Behave in public as if they were good things. THEY ARE GOOD THINGS.


Mike Marchev has been sharing his views to travel industry professionals since 1982. His popular sales book, “Become the Exception”, is in its 3rd printing. Be sure to ask about his Sales & Marketing Online Club. You can reach Mike at mike@mikemarchev.com.

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