People May Hear Your Words, But They Feel Your Attitude

  • Feb 16, 2016

I'm in my last semester of my undergraduate program here at St. Cloud State University and I've been learning lots throughout my upper level courses. In my learnings I've been noticed a common theme that can be summed up by this quote:

"People may hear your words, but they feel your attitude." - John C. Maxwell

It's a simple quote from John C. Maxwell, but has so much relevance. This can go all the way back to the Golden Rule of selling - Do unto others as you would have them do unto you. In other words, don't go into a selling situation in any other way than what you would want to be in yourself if you were a prospect.

Let's take an example. If a salesperson calls on a prospect and goes the entire meeting simply dumping information on the table, that prospect is going to be overwhelmed and won't necessarily know what to make of it. On the other hand, if the salesperson goes into the meeting with an enthusiastic and caring attitude but less information, the prospect is much more likely to receive that information better than the former situation.

Given this insight, here's another quote that I've come across in my courses:

"People don't care how much you know until they know how much you care." - Theodore Roosevelt

This quote from Theodore Roosevelt relates a lot to what was mentioned previously about prospects receiving information in a meeting. If a prospect sees that a salesperson knows everything there is to know about your product line, but all they're motivated by is closing the sale, that prospect is less likely to care much about the products. On the flip side, if a salesperson is motivated first and foremost by solving people's problems, that prospect is going to recognize that they care much more about finding solutions for their problems. As a result, that prospect is going to receive the salesperson's message much better.

Going forward, remember what ole Teddy said, "People don't care how much you know until they know how much you care." Put the prospect first and the sales will follow. Keep a positive and enthusiastic attitude when selling to prospects, because remember: "People may hear your words, but they feel your attitude."

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