Better late than never! Not so much. If you’re just now showing up for this series go back and read the Introduction, Chapter 1, Chapter 2, Chapter 3, Chapter 4, Chapter 5, and Chapter 6 and Chapter 7 before continuing with this post.
In this chapter of AYCDIAYCD Art Williams addresses the need to Always Be Positive. He says, “You can do 99% of the things right but not possess a positive winning attitude, and you will fail. A PWA is not for sale, you can’t inherit it, nobody can give it to you, and you can’t go to college and get it.”
This thing called a positive winning attitude is the chief weapon for combating failure messages that are continually flashed your way. The difference between being “great” and being “average and ordinary” is so small that it’s almost too scary to talk about. So a PWA is one of those “little edges” that can make the difference between winning and losing.
I (Doug) would like to tell you about a guy on the west coast of Florida that went to work as a location manager for a services company after losing his VP job at a construction company during the great recession ten years ago. He became the manager of a branch in one of the hardest hit areas of the country, according to USA Today. His new location ranked next to last in technician sales out of eight in his region.
This manager began to build a little pride by buying new uniforms for his team and putting a fresh coat of paint on the building. He worked with them in the field to show them a picture of what winning looked like. He continually encouraged them and offered incentives. Less than two years later that branch sold 5 times the dollar amount than when he took over. The five top selling techs in the region were from that branch. John in Ft. Myers knew that or things to get better, he had to get better. He lived by Art’s principle to Always Be Positive.
When John made the conscious decision to change the tradition there and build a sales culture, things began to happen. Those Techs wanted to believe they were special, but they needed somebody to believe in them.
Where are your residential and commercial salespeople, selling technicians, and call center employees receiving instruction and coaching on critical topics like Goal Setting, Buyer Temperaments, Off-season Appointment Setting, Likability, Over-Talking Prospects, Active Listening, Avoiding Weasel Words, and Prospect Apathy, to name a few? Find Help Here
1. Always be excited – There is no trick to winning; it’s an everyday, all-the-time attitude. A major part of having a positive attitude is excitement. When things are going great excitement comes easy, but when things are going poorly it’s much more difficult. So if you want to win you have to get excited and stay that way; regardless. Deal with the negatives and continue to stumble forward, and you will start to achieve success.
In Art’s words, “More than 90% of winning is being excited, especially when you don’t feel like being excited.” Nobody can motivate you but you.
2. Stop making excuses – An important part of a positive attitude is refusing to accept reasons for not doing it. You must avoid negatives, and pursue positives.
Several years ago I (Doug) had conversations with two solid performing sales reps that both relocated to new areas with the company where I conducted sales training at the time. One rep told me how great things were in her new area. She said if she’d known how lucrative it was she would have moved there a year earlier. She even called it the “promised land.” The other rep struggled and spent time telling me how “different” the people were in his new location. He spoke of how hard it was to convince them to buy from his company. I wouldn’t embarrass either one, as both are great sales people, but “it’s the man and not the land.” People are people everywhere across the country.
“Life is 10% what you make it and 90% how you take it.”
3. Always be “up” – Although everybody gets down and discouraged, you must make a decision to always be “up” about everything and everybody. It’s always easier to be negative than positive, because worrying is a part of human nature. You can beat it if you work at it. Additionally, you must also realize that most of the things you worry about will never happen.
There are a couple things you can do that will help you accomplish this objective:
Don’t let the criticizers and complainers change you and influence you to give up. Insulate yourself from these folks and don’t give them permission to dump on you.
Pass negatives up and positives down. When disappointment and frustration comes your way, tell your manager. He or she handles it much better than your peers. Once you stick your sword in the sand and establish these tenets, the negative chatter will begin to subside.
4. Make a total commitment – If you’re committed to win, you have a completely different outlook. Your only recourse is to turn negatives into positives. A wise man once said, “If you have something to fall back on, you are guaranteed to fall back.” As reckless as it may sound, once you burn your bridges, your subconscious will find a way to help you succeed, and it begins with total commitment.
Art ends this topic with another quote, “Attitude isn’t just a little thing; it’s everything.”
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