photo credit: visualpanic

Click on this link and read the wonderful article by Clayton Makepeace.   I’m serious I want you to read his article first.  Not only will you get a good chuckle, but you’ll learn a valuable lesson.  Go read his article, and then come back here to read further.

Wasn’t that article a delight?  Have you noticed Top Producers always seem to have a smile on their faces and something positive to say about just about everything?  Have you also noticed that those in the bottom 20% have a similar reaction to something good as the little girl in Clayton’s story?  Did you know that pessimism and optimism are both habits?

Yep, pessimism is a bad habit that you can break.  Even though it may be an ingrained habit you can change it by simply:

• identifying how acting like and responding like a pessimist is rewarding to you
• identifying what you’d get out of being optimistic instead of pessimistic
• carefully watching out for those pessimistic behaviors and actions, and immediately changing them mid-thought or mid-act into a positive form 

All this takes place in that critical 6 inches between your ears.  As long as you can’t see yourself as a Top Producer you won’t be.  However, once you sell yourself on the idea that you can be a Top Producer you will be.

Get your head in the game before you go out on the field.  Sell yourself on:

• why and how you add value to your clients
• why your ideal clients should want to work with you and only you
• why your solution is exactly right for them
• why your clients are cheating themselves if they don’t take action now
• how you’re cheating both yourself and your best prospects by not helping them to become clients

So, given your new optimism…

• how can you turn your current situations into an advantage for you?
• how will you help yourself become a Top Producer?
• how will you help others to help you become a Top Producer?

This entry was posted on Thursday, March 27th, 2008 at 6:00 am and is filed under sales coaching. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.