Positive mental attitude is determined by you. Not others. -Gitomer
When you say something about yourself, it’s bragging. When other people say it about you, it’s proof. That is the essence of the testimonial.
In this brand new webinar you’ll learn:
When: Wednesday, October 3rd
Spaces Limited to 1,000 – Don’t Wait!
Here’s where I practice what I preach:
“The webinar on breaking down barriers was the best one yet! We make excuses everyday for not accomplishing what we need to do and this really puts the burden of responsibility on us as sales people. Time to “Put the big girl panties on and deal with it!” Thanks!” – Nancy
“I’m finding the webinars very informative. This is not just a new era of marketing and sales but a golden era for advertising.” – Scott
“I truly enjoyed the webinar yesterday! This was my first one and I love the frankness and down to earth way that Jeffrey Gitomer speaks to the audience – no punches – just straight talk! The hour and the screens flew by fairly quickly and per Jeffrey’s recommendation I do want to watch this several more times.” – Nancy
“So glad I invested $199 in me! I was a speaker today at my local leads group and yes, I mentioned the webinar from yesterday and encouraged others to jump in head first and invest in themselves too. I thought I was a positive person, however, the man in the mirror spoke loud and clear and challenged me to be more, do more, and give more. Looking forward to session 3 next time!” – David
“The webinar was awesome and timely. Although I have had the YES attitude book for several years, I have not been a disciple of it , to my own detriment. As a result I have become a little jaded, sarcastic and cynical. Not only has it affected my business, it has also affected my marriage. After watching the webinar, I am committing myself to the YES ! Attitude.
Once again, thank-you for the “kick in the butt”.” – Ken
Here are 10.5 ways to adapt to change and incorporate it naturally into your life — and your life’s work:
1. Just accept change as part of life – it’s inevitable – don’t fight it. Give change a chance.
2. Keep change in perspective – it ain’t brain cancer – it’s not death. It’s something new and different. It might be better.
3. Look for new opportunities to succeed – you’ll never see how change can work in your favor if you’re mad.
4. Write down all the bad things that could possibly happen – and figure out a game plan to avert or deal with each one of them
5. Write down all the good things that can come of change – and expand on the opportunities they can bring you and your company.
6. Discuss your concerns with others WHO CAN HELP – avoid those who are grumbling or wallowing in self-pity.
7. Don’t “WOE IS ME” it – seek out others less fortunate than you to keep things in perspective.
8. Form a team to figure out positive outcomes – explore as much possible good from change as you (and others) are able.
9. Keep your attitude level and reinforcement at an all time high – Now is the time to listen and read as much positive mental attitude things as you can. Keep your car cassette player full of positive words from the masters.
10. Goal three things that will make the change work – Then go on an all out action plan to achieve those goals.
10.5 Remember that you’re the greatest. This change is an opportunity to prove it to yourself, and achieve new greatness. Just roll along – just change it.
Here are 20.5 attitude gems (mental snacks to chew on and digest) I’ve picked up along the way that I recommend you read, copy, share with others, post on your wall, and study in a way that you can implement then into your “thought and expression” process:
1. Change your input to change your attitude. If you seek a positive mind and a positive attitude, you MUST expose yourself to positive information and hang around positive people. If you want to achieve positive, you have to surround yourself with it and live with it.
2. You were born to win. But, “You must plan to win, prepare to win, and expect to win.” (A famous Zig Ziglar quote.)
3. “The will to win is nothing without the will to prepare to win.” (A [famous coach] Vince Lombardi quote.)
4. You will get whatever you want if you help enough people get whatever they want. A quote that many claim to have said. It doesn’t matter who said it – just live it.
5. Make every day as productive as the day before you go on vacation. That’s a day that EVERYTHING gets done.
6. Ignore people who tell you, “You can’t.” (Except your boss.) People will try to discourage you for feae that you will pass them. Don’t let it happen.
7. “If you have nothing nice to say, say nothing.” (A famous quote said by your mother.)
8. Don’t dwell on (whine about) the problem; concentrate on the solution. Resolve how you can; don’t lament why you can’t.
9. Forgive and go forward. Grudge blocks positive. Until you clear the past, you are destined to repeat it.
10. Self-talk equals self-performance. Look at any athlete. Self-talk is a crucial part of expected positive performance.
11. What is the picture you have of yourself? That is what you will become. Spend 15 minutes a day focusing on a positive picture.
12. You will hear the word “No” 116,000 times in your lifetime. (Maybe more.) Try converting to just 1,000 of them to “Yes!” and the world is your oyster.
13. What you do off the job determines what you are likely to do on the job. Uh oh.
14. Strengthen your weaknesses and strengthen your strengths at the same time. Combine positive with negative for better personal development results.
15. Failure is an event, not a person. Think of failure as “it,” not “me.”
16. It’s not what happens to you; it’s what you do with what happens to you. Sound familiar? Attitude manifests itself in your RESPONSE to events.
17. Every obstacle presents an opportunity, if you’re looking for it. “Revel” and “lament” are choices. Your choices.
18. Hard work makes luck. Nothing affects positive circumstance and results more than hard work.
19. How many of your problems are cured with ten grand? (A question a famous father [my dad] once asked me as I lamented my problems.) If money makes your problems go away, attitude can make them go away as well.
20. It’s not what you say, it’s how you say it. The tone of your verbiage determines the atmosphere of your environment.
20.5 Resign your position as general manager of the universe. Don’t try to solve (butt into) other people’s problems until YOU are problem free.
Attitude gems lead to attitude AHA!s – those single moments in time where something happens, or someone says something, and suddenly you get it – suddenly you scream AHA!
From my personal life experiences, here are 23.5 characteristics that I have discovered in other people that have led me to trust them:
2. Surprise (genuine) helps leads to trust.
3. Trust grows slowly over time.
4. Giving value first leads to trust.
5. Questions that differentiate, especially in matters of money, lead to trust.
6. Competency and superior skill leads to trust.
7. Straight-forward truth leads to trust.
8. Creativity leads to trust.
9. WOW! leads to trust.
10. Giving trust leads to getting trust.
11. Superior knowledge and genuine help lead to trust.
12. Superior service leads to trust.
13. Understanding leads to trust.
14. Willingness to help leads to trust.
15. Truth and honest dealings lead to trust.
16. Respect and reliability lead to trust.
17. Desire to serve with a grateful heart leads to trust.
18. Dedication to serving and enlightening others based on heartfelt belief leads to trust.
19. Random acts of kindness and the desire to do the best job possible lead to trust.
20. Accurate advice over time and friendship without condition or expectation lead to trust.
21. Superior performance with passion over time leads to trust.
22. Dedication to personal excellence and mastery of a craft leads to trust.
23. Friendship based on respect, mutual admiration, truth, and fun leads to trust.
23.5 I trust myself first.
Study this list, and add to it. I hope it helps you become a more trustworthy person, and helps you find trustworthy people to connect with in life.
Anything except, “I’m sorry!”
You can say, “I apologize,” but that’s not what the customer is looking for. You can begin to tell your story about what happened, but that’s not what the customer is looking for.
The best way to apologize is to let the customer vent first. Don’t interrupt, just take notes and make empathetic noises. You can even tell the customer that it makes you mad too. Second, ask the customer what their speed of need is. Do they need it by tomorrow? Do they need it today? Or did they need it yesterday?
Most customers will have needed it by yesterday. This is your big chance to be memorable, by getting it there the day before yesterday (just kidding). The reality is their need for speed will determine your action plan for recovery. Realize that you have hit a flash-point and are in jeopardy of losing the customer. Therefore, any action you take towards recovery is a positive one.
The interesting news is that most big companies have firm policies in place that preclude memorable recovery: needing an invoice, needing a customer number, needing a return shipment authorization, and other crapola that no angry customer wants to hear.
FINAL ANSWER: Tell them what they want to hear. That you apologize, that you understand how they feel, that you are meeting with the appropriate people to get a resolve, and that it will be done in 24-hours. No blame, no excuses, no drama.
EPILOG: Follow up with a personal call and a personal note of thanks. This makes the recovery complete, and paves the way for the next order, or a favorable referral.
Everyone talks about “how to sell” Not me. I stress “why they buy,” or “how to get people to buy.” It’s a much more powerful success model.
I have a trademarked quote: “People don’t like to be sold, but they love to buy.”
“Sure, Jeffrey,” you say. “Easy for you, but I’m cold calling, I’m fighting competition, I’m in a tough market, you don’t understand.”
I understand very well. You are where 95% of all salespeople are. Struggling.
In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.”
Most salespeople are taught some “system” of selling. That’s where the hardship starts. They concentrate on the system and not the prospect. Salespeople are so busy trying to manipulate the selling process, that they disengage the buyer.
What is selling about? Let me give you the non-sales skills version. It is the version that leads to buying. These are the life skills that will help you rise to the top. None of them are about “how to close the sale.” All of them are about how to be a success at selling. Forever.
Self understanding is first — One of the keys is understanding what you need to do to establish yourself and your position. It also means understanding the customer’s desires combined with your excellence.
Helping others fill a need or dream — If you take joy in others success or fulfillment, you will be a success a hundred times over.
Being your best at all times — Second best in sales is first loser. Best is everything in sales success.
Loving what you do — The most successful people in the world love what they do. The easiest ones to notice are the ones earning the most money. Athletes, actors, entrepreneurs. But money is not what creates the “love.” Teachers, mothers, farmers who love what they do rise to the top of their capabilities. John Patterson said “put your heart into your work.” And he was correct.
Having the best attitude — If you love what you do, it will show through your attitude. Attitude is the energy from which successful people flourish.
Believing in your product, your company and yourself — If you don’t possess these three elements, stop reading. The rest of this information will do you no good. Without belief, you’ll have no desire to do the hard work necessary to convert selling to buying.
Asking engaging questions — Questions must be thought provoking (not irritating). Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). Questions must be innovative and intelligent. Questions must be different than those asked by your competition. Questions are the key element in creating an “I need to buy this” thought process on the part of your prospect.
Being idea-creative in advance and on the spot — Anyone will tell you that creativity is one of the few, true differentiators. Then the question is, how do you get more creative? The easy answer — and that’s what you really want, isn’t it? — the easy answer is: Read one creativity book each quarter, prepare for your sales calls the night before with internet research, and practice by forcing yourself to come up with five ideas. The practice is the most important element, once you get in the groove and have the knowledge, the ideas will flow.
Knowing how the customer and others produce and profit — When you are trying to make a mental impact on the decision-making process. Trying to persuade someone with facts about your features and benefits pales by comparison to proof that by taking ownership that the customer will increase productivity and profits.
Having great communication skills — Because your message must be compelling and transferable (understandable), you must master speaking and presentation skills. Join Toastmasters.
Serving with sincerity — Your actions are taken by the way they are perceived. Some people love to serve and go the mile. Some people serve with disdain and only go as far as they “need to.” Both philosophies are easily recognized.
Giving without expectation of getting — This is among the hardest things for a salesperson to do, but it’s an important key to getting high level acceptance and recognition. HINT: The more you give, the more you get.
Positioning yourself as a resource — When you give value to prospects and customers, when you provide information they can benefit from beyond your product or service, you are creating the law of attraction. With valuable information that people use to benefit, profit, and produce, you become sought after.
Combine these attributes with self education — and sales success is yours.
If you save this list, review it weekly for a year, select one of the elements each week and work on the skill, you will become a master. This is hard work. There’s an alternative. You can learn old world selling skills.
Which do you think is more powerful?
1. What’s my time limit?
2. Is this the most compelling message I can create?
3. What’s the point? What will compel me to act?
4. Am I clear, is my message clear?
5. Is my delivery the best it can be?
6. Would I buy?
7. What do I want the audience to do when I’m done?
8. What do I want them to say to me (about me) when it’s over?
The answers to these questions will tighten your talk, and make it great. Your objective is to deliver the message in such a way that the audience is compelled to act (buy).
Words of advice: Leave them wanting more.
For more sales training tips, click here to get my weekly sales Ezine – Sales Caffeine.
How is the pizza philosophy working for your business? Not sure what I mean? Watch the video below:
Once you discover what your attitude is, or isn’t, you’ll have a starting point and an understanding of how to move forward.
Here is a list of attitude busters, with actions (remedies) you can take to overcome them:
2. I need more money than I have. Make more sales.
3. Outside influences are affecting me. This requires concentration and a change of scenery. Get away from the influencers and the influences. If you don’t, you’ll go down.
4. Outside pressures are affecting me. Don’t give in, even if your ass falls off. Get to safe ground and stay there.
5. I have bad luck. Hard work makes luck.
6. I don’t like where I live. Move.
7. I don’t like my spouse. Make peace. Remember why you got married in the first place. Renew vows. Or if all else fails, get a new one.
8. I don’t like my boss. Get a new one.
9. I don’t like my co-workers. Get a new job. NOTE: If you don’t like all of them, the problem may be you.
10. I don’t like my job. Get a new one. Do something you LOVE. Life’s too short to do anything else.
10.5 I don’t like myself. List your best qualities. You’ll be surprised how much there is to love.
I have just given you the “tip-of-the-iceberg” answers (actions). There are many more. Why not take some personal time, get introspective, and discover what they really are for you?
The Sale Re-defined
The Little Book of Leadership
The Social BOOM!
The Little Red Book of Selling
The Sales Bible
Little Teal Book of Trust
Little Gold Book of YES! Attitude
Little Platinum Book of Cha-Ching!
Little Red Book of Sales Answers
Little Black Book of Connections
Little Green Book of Getting Your Way
Customer Satisfaction is Worthless, Customer Loyalty is Priceless