Sales are contingent upon the attitude of the salesperson… it’s a game-changer. This idea flips the script on who’s really in control during a sale. It’s not about the prospect’s mood, it’s about the energy and belief you, the salesperson, bring to the table. Master your own mindset, and you master the outcome.
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Meaning
The core message is simple but profound: You are the most important variable in the sales equation. Not the product, not the price, not the prospect’s bad day. Your internal state dictates the external result.
Explanation
Let me break this down for you. For years, I used to walk into meetings and immediately try to read the prospect. Were they in a good mood? Were they distracted? And I’d let their demeanor dictate my performance. It’s a losing strategy.
What Brian Tracy is really saying is that your attitude is contagious. It’s the one thing you have 100% control over. When you walk in with genuine enthusiasm, with confidence in your solution, and with a mindset focused on serving, you create a gravitational pull. You don’t just respond to the environment; you create the environment. The prospect’s initial attitude? It’s just background noise. Your energy is the signal.
Quote Summary
| Context | Attributes |
|---|---|
| Original Language | English (3668) |
| Category | Business (233) |
| Topics | attitude (43), influence (70), sales (13) |
| Literary Style | assertive (142), clear (348), didactic (370) |
| Emotion / Mood | confident (39) |
| Overall Quote Score | 84 (319) |
Origin & Factcheck
This wisdom comes straight from Brian Tracy’s classic, The Psychology of Selling. First published in the late 1980s in the United States, this book became a cornerstone of modern sales training. You might see similar sentiments floating around, but this is the original, definitive source. Tracy built a whole system around this foundational principle.
Attribution Summary
| Context | Attributes |
|---|---|
| Author | Brian Tracy (375) |
| Source Type | Book (4032) |
| Source/Book Name | The Psychology of Selling (65) |
| Origin Timeperiod | Contemporary (1615) |
| Original Language | English (3668) |
| Authenticity | Verified (4032) |
Author Bio
Brian Tracy, a prolific author gained global reputation because of his best seller book list such as Eat That Frog!, Goals!, and The Psychology of Selling, and created influential audio programs like The Psychology of Achievement. He is sought after guru for personal development and business performance. Brian Tracy International, coaches millions of professionals and corporates on sales, goal setting, leadership, and productivity.
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Where is this quotation located?
| Quotation | Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect |
| Book Details | Publication Year/Date: 1988; ISBN: 978-0785288060; Last Edition: HarperCollins, Revised Edition 2006; Number of Pages: 240 |
| Where is it? | Chapter 48: Sales Attitude, Page 88 / 240 |