Today’s message calls for a little imagination on your part. I want you to envision a large pie cut into three, large pieces. One piece consists of half the pie, while the other two represent 25% each. Can you see it?
I want you to now name each piece. One is Attitude; One is Skills; and the last piece is Knowledge.
If you marked the largest piece “knowledge” you would be wrong. Of course it is important that you know your subject matter…or at the very least, know where to find the sought after information.
If you marked the largest slice “skills,” you would be wrong again. Of equal importance are the skills involved to understand the steps of making a sale in these competitive “what have you done for me lately” times. Having the skills to sell is also not to be taken lightly.
But without a shadow of doubt, the single most important slice of the pie involves what goes on in your head. Today more than ever, it is a person’s attitude that provides the advantage in a competitive environment.
Now that you know the big slice of your pie (50%) represents “attitude,” what are you planning to do about it? I don’t have time today to lay out an appropriate plan of action, but this assignment will prove to be very much worth your while. What are you going to do to get your attitude under control?
The rationale is simple: People naturally migrate to people who regularly exhibit a positive attitude. More often than not, the by-product of a healthy attitude is displayed as enthusiasm and self confidence.
Personality is important. When diagnosed by a prospect to be short-changed in the personality department, even the most skilled and knowledgeable salesperson in the world is going to wash out of the game early…and without fanfare. You must have a personality that positions you as a positive upbeat individual.
Enthusiasm Sells! But if you can’t manage to become enthusiastic about the most wonderful industry imaginable (travel), then perhaps you need to begin thinking about an alternate career choice. (Don’t allow this to happen. Exhibit enthusiasm. Find a reason. Make a reason. Steal a reason. Just get juiced.)
If you get nothing else from my daily columns, please get this: Enthusiasm sells. Now that you know it, what are you going to do about it?
Mike Marchev has plenty of stories, strategies and tactics to keep you on top of your game.
Mike will be conducting his 5th annual Travel Sales & Marketing Business Development Cruise, sailing the Freedom of The Seas from Ft. Lauderdale. Email him at firstname.lastname@example.org for complete details. Five cabins are still available.
Mike’s daily column is made possible by AmaWaterways.