Your Mental Attitude is Where it All Begins

Robert Terson

It’s true that in sales you must work hard to be successful. It’s also true that you must be knowledgeable about your business and the work you’re performing—know your stuff (for a salesperson that’s called salesmanship). But the part of the sales Triangle that’s running things, is in charge of the entire operation, where it all begins, is your mental attitude. Here’s a short list of what your mental attitude determines:

Your Belief System—whether you believe you can do it. Napoleon Hill said, “What the mind of man can conceive and believe, it can achieve.” Henry Ford said, “If you think you can do a thing, or if you think you can’t do a thing, you’re right.” You’re not going to tackle something unless you have faith you have an excellent chance to win. It’s tough enough to go after a great goal when you believe; just about impossible if you don’t believe. That’s just human nature.

Your Level of Desire—how badly you want it. You have to be obsessed with it; it needs to be a “must,” not an “I hope so.” You know the expression “When things get tough, the tough get going”? Yeah, well, the tough only get going when they want it badly enough; otherwise, the price seems too steep and screw it.

How Hard You’re Going to Work—whether you’re willing to face the hardships and do the work. You’re not going to battle it out if you’re not mentally strong, able to withstand what you find unpleasant, keep at it until what you found unpleasant becomes part of your comfort zone. There is a direct link between your mental attitude and your work output.

Being a Student of Sales–You’re not going to bother learning every aspect of your specific business, gain the sales-technique knowledge required for success, unless you’re mentally determined to do so. We’re talking about great effort here, studying, memorizing, role-playing in many cases, then going out into the field and applying what you’ve learned. For many, not as much fun as watching television, having a few beers with friends, watching the pigeons in the park, or fishing.

Your Responsibility Level—Anything less than taking 100% responsibility for every aspect of your life—in this case, your business life—is unacceptable. Successful people put the entire load on their shoulders; unsuccessful people blame external forces, use them as alibis. “I would have made it if it wasn’t for…”

The Strength of Your Commitment and Persistence—As I’ve said so many times on this site, your commitment must be made out of a space-age alloy and you must have the persistence of a hungry lion.

How You View Your Prospect/Customers—whether you care about them or not; whether you care about their welfare; whether you’re there to serve them or if they’re there to serve you.

So, if you want to be successful you have to start with that part of you in-between your ears where you do your thinking, where your perspective is formed, that’s where it all begins. Control that part of you and the hard work and necessary knowledge will follow, and success will be yours as surely the sun will rise in the east tomorrow and set in the west.