This past weekend we went apple picking, which is a tradition in our family. The leaves were starting to change color and the trees were beautiful featuring shades of red and yellow leaves. Autumn is my favorite time of year. After returning home I began to think about autumn and how I savor it every year, knowing winter is coming. It made me think about selling retail and the reality and need for change. I promised myself that I would not use any clichés about change in this article.
Reality- Your favorite bestselling furniture or mattress set will one day be discontinued. It will be replaced and there is nothing you can do to change that. Your favorite mattress set or furniture will incur a sudden price increase when you least expect it. Your internal company policies could change. You do have a choice to embrace the change with a positive attitude or a negative attitude. The only viable choice is to choose a positive attitude. Sometimes this is easier said than done! Here are a few tips to stay positive.
Review- Review your past successes when things changed. You thought the sky was falling then, it did not fall. Everything worked out just fine. It will this time too! Your positive expectations are followed by your success.
Math- Commissioned salespeople are paid by the dollar amount of the sale times the commission percentage. Back when Katrina hit a few years ago one retail salesperson told me that he was getting a raise because prices went up! Very few retail or wholesale salespeople viewed it that way. That’s why this gentleman ships over a million a year.
Another- Another type of change is self improvement. This is what I referred to in the first paragraph. All of us are changing all the time just like a tree. The key to success in sales and in life is to make that change a positive change. Is your internal dialogue positive? Watch your thoughts for the next week. Do not judge just observe. Now ask yourself this question, “If someone talked to you as badly as your internal thoughts talk to you, would you associate with them in any way?” The answer would be no. Your commitment to more productive self talk will make you a better salesperson for sure but more importantly it will make you a happier person.
Action Step- Please post your comments or questions. I answer them all.
Sell A Million!
Pete
