Positive Attitude Can Make a Major Difference When
Closing a Sale
There's an old joke about two kids in a stable. They see a big pile of manure. One is disgusted, but the other yells "Yippee!" and begins shoveling through the manure joyously.
The first kid asks, "What the heck do you mean, yippee? Why are
you so happy?"
And the other kid responds, "With all this manure, there must be a pony down there somewhere and I'm gonna find it!"
A positive attitude can work wonders when it comes to kitchen and bath saleseven if it can't make a pony materialize from a pile of manure. It can, however, communicate enthusiasm to clients, encouragement to workers and confidence to your suppliers. What follows are some tips that can help you radiate a positive attitude, even on days when you feel down and discouraged:
- Smile, and start off with everyone you encounter by saying
"Good morning," "Good afternoon," or "Good evening" as the clock
dictates. A slightly formal greeting opens lines of communication
- Make eye contact. Eye contact builds trust, and gives both you
and the other person a sense of comfort and confidence.
- Ask sincerely, "How are you doing?" and listen to the
- When talking to the other person, ask, don't tell, and always
say "please" and "thank you."
- Sit straight body language tells a client or prospect more
about what you're saying than your words do.
- Be generous with praise. It costs you nothing, but pays off big
time. Praise focuses attention on what is right and good. Nobody
ever walked away from praise thinking "What a bummerhe liked what I
Don't interrupt. Even if you've heard it before, even if you know the answer to the question halfway through, even if you've already taken care of the problem, wait until the other person stops speaking.
- Do what you say you will do, and say what you will do. There's
nothing more positive than results, and it's easier for people to
see results if you call attention to them. Think about this
sentence, "Nobody knows about half the things I do to keep this
business running!" Do you think somebody who says that to himself
or others is positive and productive? Or is he bitter and
resentful, likely to squabble?
- Don't dwell on failure. If one of your workers screws up,
quietly correct him or her behind closed doors and focus on how to
fix the problem. When you fail, close your eyes and keep on
plugging. Harry Truman's haberdashery went bankrupt and he had to
move in with his in-laws; Abe Lincoln was fired as his town
postmaster and lost elections in 1855 and 1858; Fred Astaire's
first screen test was a flop; the Beatles were told by the record
company that turned them down that guitar groups were on the way
- Think of a creative way to describe your business goal and
focus attention on that. Instead of saying, "I remodel kitchens and
baths," say "I help families live better" or "I bring comfort and
convenience to your home." This can help you put any disagreement
about the correct door finish into perspective and add an air of
excellence and flexibility to your entire