I started my career as a computer repair technician and went to work for a small local distributor of a specialized desktop machine for Life Insurance Actuaries. As life takes its turns, my boss came into my office one sunny morning to inform me that our little organization had severed its ties with the manufacturer and that he did not need a technician if we didn’t have sales. Not knowing what I didn’t know, of course I agreed to take on the role of salesperson!

It took me a number of years fighting the fear of rejection, of not knowing where I was in the sales process and of not generating consistent sales and commissions before I enrolled in professional sales training. But even after that, and for years to follow, there was always a nagging feeling that something was missing.

I have attended many sales training programs and classes and read numerous books on sales. They do not discuss the perspective and positioning necessary for successful selling.

This shift in my perspective has allowed me to achieve multiple sales President Clubs for overachievement and numerous awards for performance. But I know firsthand what it’s like NOT to be on the top of the leaderboard. To wake in the middle of the night trying to catch my breath, running the failures through my brain. And then clawing my way out of the hole to be on top, again.

After living and experiencing this aspect of reality, I have identified the most significant factor to be Mindset. It also goes by the name of Perspective.

This is not the “chant a self-improvement mantra every day for 21 days” stuff. It’s about understanding yourself and how you perceive and internalize sales. It’s not about more sales training or product knowledge. It’s about connecting your inner self with the realities of the job and determining if there is a fit. And then smoothing out the rough edges to allow yourself to be successful.

Attitude Selling is a boutique consultancy on a mission to make sales a desirable and rewarding profession for those willing to approach selling as a career and as craft.