“Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect”

This is a lesson I learned very quickly in my first year of ad sales. being a recent Saint Mary’s university grad and having just less than two years experience in ad sales, I quickly realized that the learning curve in sales is ongoing. knowing the customer, being consistent and persistent, and maintaining a positive attitude (especially towards clients) are some of the key lessons I have learned.

A bit of advice for all of you recent grads and ad boys and girls: don’t think you’ll learn everything you need to know in school or in a textbook.You may learn the basics that way- teamwork, theory, ad models, but the key to being successful in sales is to find a good mentor to continue learning.

My employer and mentor, Jeff brooks, once told me, “you have to make twenty-two calls a day to get five maybes, and out of those five maybes, you might get two sales”. This is another lesson that I would like to pass along tosalesnewcomers:thinkingeveryone will say yes, then getting discouraged when they don’t is counterproductive. knowing your customer starts with knowing yourself. Admitting your knowledge gaps (a hard concept to swallow) will tremendously improve how you interact with your clients.

One last piece of advice: clients know what they want and they usually have a vision in their head. It’s your job to work with them. You can give them advice along the way, but trying to change their vision entirely will only frustrate your client and discourage you if they resist your suggestions.

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    “What the mind of man can conceive and believe, it can achieve.”

    In defining our goals and dreams, a few friends and I decided to start a Think and Grow Rich workshopbased on the book written by Napoleon Hill back in 1937. Hill was hired on a 20 year contract to interview 500 wealthy business people to determine what made them successful. As a result of that study, he wrote Think and Grow Rich, in which he outlined 13 principles. The book remains a best seller today, over 70 years later.

    The first step focuses on how to take your dreams and map them into goals. The workshop has been very helpful to us and has given us the tools to follow our dreams. For example, one of our group was selling jewellery part time at a local market. When she started the workshop, her best day had been about $300 in sales; halfway through the course, her sales were over $1,600. She is making her dreams a reality.

    I hope everyone is enjoying the fabulous weather that we are having this summer. It is a great time to relax and quietly reflect on whether we are living the life we want, something we don’t always get the opportunity to do.

    If you would like to find out more about the Think and Grow Rich workshop, please email me for details. It is free for Mingle readers.

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