4. FFoorr mmee,, aattttiittuuddee ccaann bbee ddeeffiinneedd aass
oonnee wwoorrdd……LLIIFFEE
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. SSttoopp NNeeggaattiivvee AAssssuummppttiioonnss
They’ll never buy.
They can’t afford it.
They’re a pain to work with.
They’re just looking
for a good deal. They probably already
know what they want.
If I ask for
referrals,
customers will
think I’m pushy.
They’re cheap.
6. MMaakkee tthheemm PPoossiittiivvee......
They will buy if I give
them what they want.
They can afford it, if they
want it.
They have high standards.
They want the best
value for their money.
I can help them
discover what they
If customers like want.
me and my
service, they’ll be
happy to give
referrals!
They will spend on
things that are
valuable to them.
7. 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.
8. 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
9. HHooww ddoo YYOOUU rreessppoonndd ttoo ffaaiilluurree??
I’m such an
IDIOT! I’ll
never try
THAT again!
What can I
learn from this
experience?
OR
10. •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.
11. You must have VISIONS, GOALS and
PLANS to turn attitude into action.
Lack of VISION will make you lose.
Develop a complete GAME PLAN.
12. BE PREPARED to take action BEFORE a
situation occurs. Victory lies on the
other side of each challenge…
KEEP THE FAITH.
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...”
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)?
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?
