The famous sales pie chart is made up of three distinct slices. Attitude; Skills; and Knowledge. A-S-K.
Of course it is important that you know your subject matter … or at the very least, where to find the information. Of equal importance is the ability to understand the steps of making a sale in these competitive, “what have you done for me lately” times. Believe it or not, sales is a system, and you have to work the system.
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 gives them the advantage in a competitive environment.
People naturally migrate to people who regularly exhibit a positive attitude. And more often than not, the by-product of a healthy attitude is displayed as enthusiasm.
Personality is important. The most skilled and knowledgeable salesperson in the world, when diagnosed by a prospect to be short-changed in the personality department is going to wash out of the game early and without fanfare.
Enthusiasm Sells! If you can’t manage to get enthusiastic about the most wonderful industry imaginable (travel) then perhaps you need to begin thinking about an alternate career path. (Don’t allow this to happen. Get enthusiastic. Find a reason. Make a reason. Steal a reason. Just get juiced.
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