Positive Attitude! Mr. Vivek Bindra Director - Global ACT www.vivekbindra.com www.globalact.org.in

It’s tough being in sales today 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?

Attitude is Everything. IT IMPACTS WHATEVER YOU DO. 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!

ATTITUDE can be defined as a “state of mind or feeling with regard to some matter” 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!

Attitude can be linked to just one word… i.e. LIFE. It makes an incredible difference in your LIFE. It can be an influential tool for positive action. It can be a poison that cripples you. It dictates whether you’re living life by design or by default. 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!

Turning ATTITUDE into REAL ACTION! Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?

Stop Negative Thoughts They can’t afford it. They’ll never buy. 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. 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... They’re cheap.

Think Positive... 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 want. If customers like me and my service, they’ll be happy to give referrals! 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...” They will spend on things that are valuable to them.

Watch what you say to yourself. The choices that you make TODAY impact your successes TOMORROW. Happiness is Yours to create. Build your attitude from the INSIDE out. Watch what you say to yourself. Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?

The root causes of bad attitude are: Low Self Esteem Stress Fear Resentment and Anger.

Safeguard Yourself from “Toxic Negativity” People who are: Judges and Critics Professional Victims Soap Opera Stars Bitter to the Core 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?

DON’T TAKE IT PERSONALLY. Change your PERSPECTIVE to Change your Attitude. Give yourself permission to love and forgive. See Failure as an Event. DON’T TAKE IT PERSONALLY.

“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. 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

Every failure, obstacle or hardship is an opportunity in disguise 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.” 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...

How do YOU respond to failure? OR What can I learn from this experience? I’m such an IDIOT! I’ll never try THAT again! 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)?

LIFE IS 10% WHAT HAPPENS TO YOU AND 90% HOW YOU RESPOND TO IT.

Develop a complete GAME PLAN. You must have VISIONS, GOALS and PLANS to turn attitude into action. Lack of VISION will make you lose. Develop a complete GAME PLAN.

BE PREPARED to take action BEFORE a situation occurs BE PREPARED to take action BEFORE a situation occurs. Victory lies on the other side of each challenge… KEEP THE FAITH.

Hang Around with Positive People 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.

Network with like-minded individuals…shared values are the foundation. Use your Partnerships!

Embrace change…it’s inevitable. Develop a “Whatever-It-Takes” attitude. Take your time…change doesn’t happen overnight. Dondra – what do you think it should be? What would you like them to walk away and try tomorrow? Keep your long-term goals in mind.

No matter what you do in life, if you have a positive attitude, you’ll always be 100% Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?

According to an alphabet system, if you assign a numerical value to each letter (1-26), attitude will equal 100% Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?

ATTITUDE IS EVERYTHING! Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?

Make a difference in the life of someone else and be self-fulfilled. Dondra – what do you think it should be? What would you like them to walk away and try tomorrow?

Thank You!

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