Selling ideas or products to known people involves different dynamics than selling to strangers does.
However, a sales person needs to interact convincingly and effortlessly with strangers and get them to believe in a product or a service and finally persuade them to purchase the same.
Selling involves people and with them comes a package of emotions and feelings that cannot be overlooked. Managing those feelings and emotions is certainly an art.
To be a successful sales person, one needs to have adequate knowledge of the domain, be proficient in the skills required and have the right attitude. All the three are equally important though we tend to underestimate the importance of having the right attitude to be successful.
Successful sales people value the relationship with customers and maintain a long-term relationship with them through regular follow-ups. They understand the bigger picture and view each sale as a stepping stone towards earning the goodwill of their customers who could provide valuable referrals to future prospects.
Sales people need to have a personality that is amicable so that people are comfortable talking to them. They need to ask the right questions to understand the situation of their customers and their buying needs.
Another important trait of successful sales people is that they are accountable for themselves, their customers and their organization. They are more forthcoming in accepting their mistakes and correcting them in future without resorting to a blame-game.
Secondly, the method that is adopted to help form an attitude also influences the extent to which the session is successful. A lecture method would serve no purpose in achieving the desired results. Training has to be interactive and engaging to ensure maximum participant involvement.
Thirdly, the learners need to be receptive and committed to learn and willing to accept the need for an attitude-shift because of which the training is being imparted.
Attitude is equally important as knowledge and skills for sales people to be successful. In fact, attitude of sales people determines the altitude to which he can rise in his career AND in an organization.