How to Choose Your Attitude!

What a DaySince Friday of last week, I have had one bad day after another and it really stinks! Unfortunately, so has my attitude! I’m sure we have all been there, what is surprising about this is the fact that I am one of those people who is “always in a good mood”. I am usually the person people who are having a bad day turn to when they need an uplifting comment. In general my “bad moods” last about an hour!

The great news is one of my sales people said something to me that I say at least three times a week and it really turned around my day. Three simple words really did change everything for me… Choose your attitude!

Everything started last Friday when I had enough deals fall off my roster to the point that it was obvious to me that I would not beat my market plan for the first time… Then my boss’s boss asked me to do something that I strongly disagreed with. Finally when I tried to take my wife and daughter to the drive in to catch a movie and take my mind off things, three hours of my life had been taken away when the theatre could not get the sound functioning! In my mind, things went from bad to worse all day long. Needless to say, when I went in for a special event at work on Saturday, which went well, it still didn’t lift my spirits. Finally, Sunday I was an hour late to a party after driving around lost for what seemed like forever! Needless to say, by Monday morning I was DREADING the thought of going in and sure enough, I found out that 3 more sales that would not close until next quarter.

I was very frustrated when I sarcastically announced that I was going to my office to cry! Shockingly this is where everything turns around… One of my reps turned to me and said “Hey man… Choose YOUR attitude!” My reply was still a bit sarcastic when I said I was choosing to cry… a few people laughed, but when I went back to my office I really did feel better. There were several reasons for this. First, I have said that SO many times and I was elated to finally know someone else had picked up on it and was obviously taking action on a very simple concept. In addition to that, while I may not be in the running to make market plan, I am going to close 125% of the same quarter prior year and that is nothing to sneeze at! And finally, this quarter is not over! I still have 2 weeks to drum up some business and make up some lost ground!

I spent the rest of the day trying to uplift my team and encourage them… With the attitude, I had before there was no way we could make our goal because I was already telling myself we couldn’t. Brian Tracy talks a lot about the Law of Attraction and I was falling right into the trap. Basically, it states that you will attract into your life things that fall in line with your dominant thoughts. If you think you stink… You probably do! If you believe you will always be poor you most likely will be. I believe you can change your stars if you believe in yourself, work hard, and study to better yourself every day.

Success is an attitude. Before you can be the best salesperson in your office you have to believe there is no reason you can’t be. Then you have to start to actually believe you are… even if the numbers do not support it yet! In sales, every transaction is independent to one another. Your customers are not calling each other to collude against you! The only constant is you and your own attitude. You need to pick up the phone every time like it was the first call you have made that day. The second prospect you talk to has no idea if the call before them was good or bad. Every second of every day we are making choices and they all stem from attitude. If you want to be consistently successful you need to ask yourself… Am I choosing my circumstances or am I letting them direct me?

For Further Study:

Check out Mind Secrets Exposed 2.0 an awesome program that will help you to learn to adjust your thinking patterns and be more successful.

For Discussion:

How has your attitude affected your success? How do you get yourself back on track when you catch yourself thinking negative thoughts?

When to NOT close the deal…

Wait! Be Patient!I think it only fitting to start this blog off with a post concerning values. Far too often salespeople find themselves in a position where they feel very conflicted as to whether they should “close the deal” and get paid or do the right thing and tell a client about a product that is better suited to them but is either out of the clients price range, or not available from your sources. I assert that it is always better to be open and honest with your clients at all times and that doing so will win you far more customers than you will ever have to turn away.

 

As an example, I will use my personal financial planner. She works for a very reputable and prestigious Wall Street firm and I am sure is under considerable pressure to grow her business. I met Pam not too long after I was married when I discovered that I was not adequately prepared for retirement,  emergencies, or able to take care of my wife in the event of a debilitating injury or death. I was genuinely freaked out when I called her and honestly would have done anything she advised based on the high recommendation I was referred to her with. After looking over all of my investments, debts and the insurance provided by my employer, she informed me that while I did need to develop a considerable sum of cash investments for an emergency, I did not need the large amount of whole life insurance I was prepared to buy. I insisted on trying to buy $500,000 worth, and she insisted that not only did I not need it, but that she was not willing to sell it to me until she felt I did. At first I was very put off by this, but later on, it occurred to me how much money in commission and residuals she was throwing away, and I gained a tremendous amount of trust in her judgment and advice. Because of that one decision, she made not to close the deal with me, she was able to develop a referral source that fed her deal after deal for many years. Even more important to remember is that I myself was also a referral, meaning she was getting referrals from referrals from referrals.

 

This kind of goodwill and reputation cannot be created by a corporate marketing department implementing a good ad campaign. It can only be developed over time by consistently doing the right thing for every single customer. If you are inspired to always do the right thing for your clients and provide legendary customer service, you will set yourself apart from your peers, and people will remember you and your business. More importantly, they will feel comfortable sending you referral after referral.

 

I have seen many salespeople in my day, some of whom made more money than me. However, I have always felt comfortable and happy to see my clients in the grocery store or at a ball game because I know in my heart I did a good thing selling to them. A wise business partner once told me “Brad, are you doing something for the customer or to them?” If your answer is “to them” you should immediately reevaluate and change your position… Unless you intend on being one of the people who jump from job to job constantly hunting for the BIG commission job, and hiding from your former clients in public.

The Personal Blog of Brad Trnavsky

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