Print This Page Out
Cycle 10: Weeks 19 & 20
Cycle 23: Weeks 45 & 46
Your specific dates: _____________
Attitude . . . we hear about it all the time. Our attitude has such a broad range effect on everything we do. Our attitude affects our personal, professional and physical foundations. It sets the stage for our thoughts, actions and activity. It sets the stage for our sales revenue.
Here is what my good friend Jeffery Gitomer has to say about Attitude:
1. Start at the beginning.
“Philosophy drives attitude. Attitude drives actions. Actions drive results. Results drive lifestyles.” That’s a quote from America’s business philosopher, Jim Rohn. If you don’t like your lifestyle, look at your results. If you don’t like your results, look at your actions. If you don’t like your actions, look at your attitude. If you don’t like your attitude, look at your philosophy. Most salespeople make the fatal mistake of starting in the middle, with “action.” If you have no philosophy and you have a lousy attitude, what kind of actions are you going to take? If I asked you now what your philosophy is, you probably would respond, “Duh!”
2. Develop a YES! attitude.
The subtle difference between a “positive” and a “yes” attitude. Both are GREAT, but “yes” is a bit more powerful because it assumes that everything will start with “yes” even when it’s “no.” A “yes” attitude helps you formulate the response in positive form. A “yes” attitude is more declarative. It tells people that their expectation will be met and that somehow your answer to whatever they want or need will be yes or in a positive format. Everyone wants to hear “yes.” If you think of yourself as a “yes” person, not only will you be in a positive frame of mind, but you also will have positive expectations.
3. Attitude means celebrate effort, not victory.
Too many times, salespeople and their leaders celebrate only the sale. That’s important, but it’s equally important to celebrate the work that went into making the sale. The work ethic — better stated, your work ethic — will lead you to more sales than any other element in your sales arsenal. If someone says, “Oh, that Mary, she really works hard,” I consider that to be a compliment of the highest order.
4. You know what to do, you just don’t do it.
Salespeople are the smartest people in the world. As I go from audience to audience, they have one common theme: Everyone already knows everything. Problem is, they’re not doing it. There’s a big difference between knowing and doing, and most salespeople are clueless about the power of the subtlety. As you read through this, don’t tell yourself, “I know that.” Rather, ask yourself, “How good am I at that?” That question will lead you to learning.
5. Attitude means time management — what’s important now.
Most lessons in time management are pretty much a waste of time. You know what to do. You even know when to do it. What you need is a lesson in procrastination, or lessons in higher self-image, or a lesson in fear of rejection, or a lesson in preparation. Those lessons will allow you to execute the things that in your mind you think you “don’t have time for” but in reality you are just avoiding.
5.5 Be selfish.
Learn for yourself. Do it for yourself. Selfish wins. For you to be the BEST you can be for others, you first must be BEST for yourself. If you want to be the best salesperson, first you must be the best person. If you want to be the best dad or mom, first you must be the best person you can be for yourself. When you achieve best for yourself, only then can you be your best for others. I know it has a selfish twinge to it, but if you think about it long enough, you will realize that your shortcomings in all of your endeavors stem from the fact you’re not being the best person you can be first. At the root of “best” is best attitude.
Positive attitude is defined as: “the way you dedicate yourself to the way you think.” But be careful putting that definition into action because the same words hold true as the definition for a negative attitude.
Thanks Jeffery and now . . .
Salespeople with GREAT attitudes . . .
Your homework is:
Add your own:
______________________________________________
______________________________________________
______________________________________________
______________________________________________
The two AttitudeMastery strategies that I will focus on are:
1.____________________________________________________________________
2.____________________________________________________________________
