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Dr presentation 051707

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  • It’s tough being in sales today...even tougher if you’re running your own business. Typical day...
    Alarm clock goes off late.
    Kid needs to go to daycare. He’s having a tantrum.
    There’s a freeway accident so you’re stuck in a jam, while the kid screams in the back seat.
    You get back to the office...only to find another call from Mrs. Jones. She wants to change her travel again, complain about the price and remind you (for the 20th time) that she can’t eat tomatoes and her husband needs foam pillows.
    You hang up with Mrs. Jones...and you spill coffee all over your desk and notes.
    You finally sit down to catch up on that big stack of paperwork you’ve been meaning to get to...when demanding Nancy Smith calls to complain about the service she received from an airline you booked...as if it were your fault.
    And to kick it all off...your computer crashes.
    What do you do? Lots of people would cry, take the rest of the day off, call a friend to blow off some steam, or just simmer angrily all day. What do top salespeople do?...they laugh it off and keep on going. Why? Because they know that attitude is a CHOICE.
    That’s what I’m here to talk about today, positive sales attitude. For the next 15 minutes, I’m asking you to think about these three things:
    What makes a positive sales attitude?
    What are the thoughts and behaviors that are holding you back from living up to your personal sales potential?
    What can you start doing, when you leave here today, to embrace a positive sales attitude...regardless of the obstacles you face every day?
  • Here are some quotes from top-selling authors on attitude and the importance of having a positive outlook.
    Jeffrey Gitomer, “The Little Red Book of Selling”
    Also Jeffrey Gitomer, same book.
    Keith Harrell – book “Attitude is Everything.”
    Also Keith Harrell, same book.
    Give audience a minute to talk with a partner. Discuss “What do these statements mean to you? Why do you think they’re important in sales?”
    Transition: “In life, in running a business and in sales – Attitude is Everything. And it’s a choice. You choose how you respond to things happening around you – and what your thoughts influence what happens to you. At Celebrity, we live by the “Attitude is Everything” philosophy...and want to share it with you!
  • Here are some quotes from top-selling authors on attitude and the importance of having a positive outlook.
    Jeffrey Gitomer, “The Little Red Book of Selling”
    Also Jeffrey Gitomer, same book.
    Keith Harrell – book “Attitude is Everything.”
    Also Keith Harrell, same book.
    Give audience a minute to talk with a partner. Discuss “What do these statements mean to you? Why do you think they’re important in sales?”
    Transition: “In life, in running a business and in sales – Attitude is Everything. And it’s a choice. You choose how you respond to things happening around you – and what your thoughts influence what happens to you. At Celebrity, we live by the “Attitude is Everything” philosophy...and want to share it with you!
  • Here are some quotes from top-selling authors on attitude and the importance of having a positive outlook.
    Jeffrey Gitomer, “The Little Red Book of Selling”
    Also Jeffrey Gitomer, same book.
    Keith Harrell – book “Attitude is Everything.”
    Also Keith Harrell, same book.
    Give audience a minute to talk with a partner. Discuss “What do these statements mean to you? Why do you think they’re important in sales?”
    Transition: “In life, in running a business and in sales – Attitude is Everything. And it’s a choice. You choose how you respond to things happening around you – and what your thoughts influence what happens to you. At Celebrity, we live by the “Attitude is Everything” philosophy...and want to share it with you!
  • Here are some quotes from top-selling authors on attitude and the importance of having a positive outlook.
    Jeffrey Gitomer, “The Little Red Book of Selling”
    Also Jeffrey Gitomer, same book.
    Keith Harrell – book “Attitude is Everything.”
    Also Keith Harrell, same book.
    Give audience a minute to talk with a partner. Discuss “What do these statements mean to you? Why do you think they’re important in sales?”
    Transition: “In life, in running a business and in sales – Attitude is Everything. And it’s a choice. You choose how you respond to things happening around you – and what your thoughts influence what happens to you. At Celebrity, we live by the “Attitude is Everything” philosophy...and want to share it with you!
  • Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?
  • Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?
  • Ask yourself: “What negative assumptions do I make about my customers? About my prospects? About selling?”
    Dondra: Can we insert a personal story here about negative assumptions you – or a salesperson you know – has made about a customer...and been wrong?
    Key point (transition): Challenge your negative assumptions. Let’s see how each of those negative statements can be turned into a positive thought...
  • Look at how we took negative words and turned them into positive talk.
    Words like “they will” instead of “they won’t” are more positive.
    Turning phrases like “they’re a pain to work with” into “they have high standards” changes the way you look at and interact with “high maintenance people”.
    Challenge the idea that some customers are “cheap” or “can’t afford a luxury cruise”. Instead, think of it this way. Most people work hard for their money. They’re careful about how they spend it. But most people are willing to spend on things that they VALUE.
    Transition: “Let’s look at a few examples of this...”
  • Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?
  • This list is also from Keith Harrell.
    Have fun with this part. Give an example of each (want help with this)?
    We all know people like these. Avoid them at all costs. They’ll sap your positive sales attitude quickly!
    Give audience a minute. Think about who are the toxic, negative people in your life. How can you create a buffer zone from them?
  • This tip comes from from Jeffrey Gitomer’s “Little Red Book of Selling.” Gitomer says: “No risk, no failure.”
    Here are just a few examples of successful people who failed...over and over again.
    Thomas Edison failed 6,000 times before the light bulb.
    Donald Trump’s had lots of failures before his latest comeback and The Apprentice became popular.
    Charles Schwab was dyslexic and almost flunked out of Stanford after failing English twice.
    You have a choice of how to react when you face failure. You can shut down and beat yourself up
  • This is a wrap up slide. Quote from Mary Kay Ashe, one of the world’s most successful entrepreneurs. Her she summarizes what makes a positive sales attitude. Look at the key themes.
    Failure is opportunity.
    Eliminate negative attitude.
    Believe you can do anything.
    Positive talk. Say “I can, I will, I must!”
    Thank you! I want to leave each of you with a challenge...
  • Think of the last failure you had. Examples:
    Lost a big account.
    Made a fool of yourself in public.
    Tried a new sales technique that didn’t work.
    Made a mistake on a booking or servicing an account...and you caught heck for it.
    Dondra: Could you share one of your big failures, and explain how you handled it? What messages did you send yourself – how did you overcome it and move on (using a positive sales attitude)?
  • Already at this conference, you’ve probably met them. They’re positive people. They stand out from the crowd. You remember them. Everyone wants to be around them. That’s because they give off positive energy.
    What type of person are you? And who do you surround yourself with? Negative people always see the dark side. Nothing is their fault. Everyone else is to blame. (Give few examples)
    Sale falls through...the customer is a jerk.
    You’re late for an appointment...it’s the traffic’s fault.
    There’s a misunderstanding with a customer. It’s his fault...he didn’t listen. You were perfectly clear.
    Positive people shine. They see the positive side of things and always look ahead, not backwards. They accept responsibility and move on.
  • Keith Harrell tells the story of a man who approached him after a speech. He told Keith that he really enjoyed his speech and would use it in his business. Keith asked what he did. The man said, “I’m a self-made man.”
    Harrell makes the point that “no one makes it alone. He says “Sigfried has Roy.” “Ben has Jerry” and “Barnes had Noble.”
    Your “A-Team” as Harrell calls it – is your support network. Positive supporters with positive attitudes who bring you up. Surround yourself with your A Team and be careful who you draft. What should you look for in your A-Team?
    Dondra – Tell your story about meeting Keith Harrell here? Very inspirational. Sounds like he’d be someone on your A-Team.
    Pause and ask the group to think for a minute. Who is their “A-Team?”
  • Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?
  • Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?
  • Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?
  • Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?
  • Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?
  • Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?
  • Transcript

    • 1. Attitude is a EVERYTHING Choose a Positive Sales Attitude! Annual Sales Conference May 17, 2007
    • 2. Attitude is Everything. IT IMPACTS EVERYTHING YOU DO. 3
    • 3. The American Heritage Dictionary defines ATTITUDE as a “state of mind or feeling with regard to some matter” 4
    • 4. For me, attitude can be defined as one word…LIFE. • It makes an incredible difference in your LIFE. • It can be a powerful tool for positive action. • It can be a poison that cripples you. • It dictates whether you’re living life or life’s living you. • It determines whether you’re… ON THE WAY or IN THE WAY. 5
    • 5. ME & ATTITUDE 6
    • 6. Today, let’s discuss how to turn ATTITUDE into REAL ACTION! Follow the Steps to Greatness 7
    • 7. UNDERSTAND THE POWER OF ATTITUDE
    • 8. Your attitude reflects YOU. Focus on the POSITIVE. Your Setbacks can be Setups for even greater opportunities. Be committed to change! 9
    • 9. Stop Negative Assumptions They’ll never buy. They can’t afford it. They’re a pain to work with. They’re just looking for a good deal. If I ask for referrals, customers will think I’m pushy. They probably already know what they want. They’re cheap. 10
    • 10. EVERY Customer Counts!! 11
    • 11. Make them Positive... They will buy if I give them what they want. They want the best value for their money. If customers like me and my service, they’ll be happy to give referrals! They can afford it, if they want it. They have high standards. I can help them discover what they want. They will spend on things that are valuable to them. 12
    • 12. TAKE CONTROL OF YOUR LIFE
    • 13. Your choices TODAY impact your successes TOMORROW. Happiness is Your’s to create. Build your attitude from the INSIDE out. Watch what you say to yourself. 14
    • 14. The BAGGAGE you carry shapes your attitude. “IF-only?”; “What-now?”; “What-if?” The root causes of bad attitude are-Low Self Esteem, Stress, Fear, Resentment, Anger. Toss the BAGGAGE and lighten the load. 15
    • 15. Buffer Yourself from “Toxic Negativity” People who are: • Judges and Critics • Professional Victims • Soap Opera Stars • Bitter to the Core 16
    • 16. Don’t let negativity affect you… 17
    • 17. RE-FRAME YOUR BAD A TTITUDE
    • 18. Change your attitude with a change in PERSPECTIVE. Give yourself permission to love and forgive. See Failure as an Event. Don’t Take it Personally. 19
    • 19. Pick yourself up… 20
    • 20. “Failures” Who Made It Big... • Harrison Ford was told early in his career by a studio exec that he’d never make it as a leading man...he didn’t have “it.” • In high school, Michael Jordan was cut from the basketball team. • Thomas Edison failed 6000 times before the light bulb. • Charles Schwab was dyslexic and almost flunked out of Stanford after failing English twice. • Vanessa Williams was de-crowned Miss. America and has become a an award-winning African-American actress. 21
    • 21. Every failure, obstacle or hardship is an opportunity in disguise. Success in many cases is failure turned inside out. Eliminate the negative attitude and believe you can do anything. Replace 'if I can, I hope, maybe' with 'I can, I will, I must.” Mary Kay Ash Founder of Mary Kay Cosmetics empire
    • 22. How do YOU respond to failure? OR I’m such an IDIOT! I’ll never try THAT again! What can I learn from this experience?
    • 23. •Your attitude is YOUR responsibility… Start managing your emotions. •Change your perspective. •YOU determine the value of YOUR life experiences. Life is 10% what happens to YOU and 90% how YOU respond to it. 24
    • 24. I F ND YOUR PURPOSE AND PASSION
    • 25. Winning… 26
    • 26. You must have VISIONS, GOALS and PLANS to turn attitude into action. Lack of VISION will make you lose. Develop a complete GAME PLAN. 27
    • 27. BE PREPARED to take action BEFORE a situation occurs. Victory lies on the other side of each challenge… KEEP THE FAITH. 28
    • 28. DISCOVER HOW TO MO YOURSELF TIVATE
    • 29. Self-coach through AFFIRMATIONS. I AM somebody. Yes, I CAN. Visualize SUCCESS. Kick yourself in the _ _ _ ! 30
    • 30. Motivation… •Count your blessings daily. •Get proper rest and exercise. •Set aside personal time with family and close friends. •Help someone less fortunate. •Read and listen to motivational books and tapes. •Motivation is not permanent. •Reflect on your victories – things you’ve forgotten that were special. •Create an upbeat, positive greeting. 31
    • 31. U BUILD S PPORTIVE PARTNERSHIPS
    • 32. Hang Around Positive People 33
    • 33. Build Your OWN “A – Team” Network with like-minded individuals…shared values are the foundation. Use your Partnerships! 34
    • 34. “Real” Partnerships 35
    • 35. Our tools will help YOU create REAL SYNERGIES REAL PARTNERSHIPS REAL ATTITUDES! 36
    • 36. “REAL” TOOLS Celebrity Special Agent Academy Celebrity Special Agent II…COMING SOON!! NEW !! eTools – VIP CruisePass – e-Connect – Personalized eMarketing –Celebrity Encore –Celebrity Passages 37
    • 37. CELEBRITY’S EUROPE SITELET 38
    • 38. EMBRACE CHANGE AS A OPPORTUNITY DAILY
    • 39. INTRODUCING…..AZAMARA CRUISES SM
    • 40. Embrace change…it’s inevitable. Develop a “Whatever-It-Takes” attitude. Take your time…change doesn’t happen overnight. Keep your long-term goals in mind. 41
    • 41. L EAVE A LASTING LEGACY
    • 42. No matter what you do in life, if you have a positive attitude, you’ll always be 100% 43
    • 43. According to our alphabet system, if you assign a numerical value to each letter (1-26), attitude will equal 100% 44
    • 44. ATTITUDE IS EVERYTHING! A T T I T U D E = = = = = = = = 1 20 20 9 20 21 4 5 ATTITUDE = 100 45
    • 45. Make a difference in the life of someone else and be self-fulfilled. We can all find the time to GIVE BACK. Thank YOU for Selling 46
    • 46. Bag-Boy Video

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