"When you change the way you look at things, the things you look at change. If you want the things in your life to change, you have to change the things in your life!"
One of the most profitable changes you can discipline yourself to make is to start selling on the right side of the conjunction "but." When we sell on the wrong side of "but," we have a habit of saying such things as, "Oh, I guess the sales meeting was OK, but it was a little long."
We sell on the wrong side of "but" when our attitude causes us to say, "I suppose I do have a great deal to be grateful for, but I wish I didn't have all of this follow-up paperwork to complete."
We sell on the wrong side of "but" when we complain, "Sure, I have good products to sell, but the competition is awfully keen, and prospects just aren't buying like they should."
What side of the conjunction "but" are you selling on today? If you sell on the right side of "but," your reactions are positive, affirmative, and optimistic! Your attitude is one of hope, confidence and enthusiasm. When you comment on a speaker, a program or a sales meeting, you probably state it something like this, "It might have been a bit long, but I got several great ideas; the time was well spent."
Because you are a professional salesperson, your conversation takes on an air of expectancy, gratitude and radiance. You are the kind of person who is likely to say: "You're right -- things aren't as good as I'd like them to be, but they're not as bad as others are making them out to be!"
Selling on the right side of "but" causes you to affirm, "Yes, the competition gets tougher, but I work for the best company. I sell the best products and it's great to be alive and selling for my company!"
Sell on the right side!
