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SALES ATTITUDES AND “LIFE RESPONSE”

SALES ATTITUDES AND “LIFE RESPONSE”. How your attitudes determine the quantity and quality of the sales you attract. Computerland Story. Moral: Reversing an Attitude Attracts What Attitude was Reversed? It was Reluctance : Roy shifted from unwillingness to acceptance

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SALES ATTITUDES AND “LIFE RESPONSE”

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  1. SALES ATTITUDES AND “LIFE RESPONSE” How your attitudes determine the quantity and quality of the sales you attract

  2. Computerland Story • Moral: Reversing an Attitude Attracts • What Attitude was Reversed? • It was Reluctance: • Roy shifted from unwillingness to acceptance • From unwillingness to work hard and make the extra effort to willingness • When he made that effort, Life Responded … Overwhelmingly!

  3. What Do We Mean by “Life Response”?

  4. Definition of Life Response • “Life Response is the phenomenon where the conditions of life suddenly or very rapidly turn positive due to a shift in one’s consciousness.” • What normally takes days, weeks, months, or never happens at all, occurs in a matter of moments, or even instantaneously in the blink of an eye

  5. Life Response is happening all the time, but we miss it That’s because we don’t see the relationship between the inner person and the outer result

  6. Inner-Outer Correspondence • Inner-Outer Correspondence is the dynamic behind Life Response. • I.e. the quality of my consciousness within determines what manifests around me. • It is a subtle, but profound principle of Life.

  7. What Changes Within UsEvoke Life Response? • There are many, of which shifts in Attitudeis the most common. • Intention, Decisions, and Actions also evoke powerful positive response.

  8. The Nature of Attitudes • Definition: Attitudes are our deep-seated emotions and feelings about things. • Attitudes can express positively or negatively. • Attitudes can be grouped into three types- • Attitudes about ourselves – e.g. high or low sell-esteem or self-confidence • Attitudes about others – e.g. trust or mistrust of others • Attitudes about life – e.g. optimistic vs. pessimistic outlook

  9. Attitude About Limits • E.g. “I can only sell to moderate size companies. Big companies are out of my league.” • This is an attitude about both self and life together. • What if you overcome this attitude?

  10. Larry’s Story • A salesperson named Larry was intimidated about meeting a very large customer. He felt that the effort was a waste of time since he believed the company was too large to penetrate. As a result, he was unable to secure that or any other sale with the large client. However, a number of months later, he changed his attitude about working with such large accounts. The very next day, he was stunned when out of the blue that very same large customer, who earlier turned him down, placed a huge order! • Overcoming his limited view – his Attitude that he could not secure larger customers - attracted a sudden, overwhelming result!

  11. How Attitudes Evoke Life Response • When we shift an Attitude from the negative to the positive, we elicit powerful positive responses from life. • In Sales this means a sudden and/or unexpected sale; a spike in overall sales; new opportunities appearing out of nowhere, and other startling events.

  12. Life Response is Alignment • Hand Gesture Demonstration of Alignment in Computerland story • When there is a Life response outcome, the two parties have moved into Alignment.

  13. When You Attract a Sale you Have Moved into Alignment with the Customer often the results seem to come out of nowhere

  14. Overcoming Negative Sales-related Attitudes Instantly Attracts (puts us in alignment with the customer, attracting the sale)

  15. Negative Attitudes We Can Overcome that Attract (1) • Shift from Pre-Judging the Customer to Being Open to All Possibilities • Don’t judge others by their appearance, expressions, what you have heard, etc. • Shift from Being Absorbed in Your Thoughts & Wants to the Customer’s • self-givingness, rather than Ego always attracts the positive!

  16. Negative Attitudes We Can Overcome that Attract (2) • Shift from Your Perspective to Seeing Things from the Customer’s Viewpoint • It gets you to multi-sided truth of things. • It opens up unexpected, positive outcomes. • Shift from Being Bothered By a Problem to Seeing It as an Opportunity • Negatives are really positives in disguise! • That includes customer’s objections.

  17. Negative Attitudes We Can Overcome that Attract (3) • Shift From Reluctance to Doing Whatever is Demanded of the Work • Remember Roy’s Computerland episode • Make a full, exhaustive effort. Doing so will attract results beyond belief! • Shift from Routine to Doing Things in a Fresh, Innovative Manner • So many successful sales episodes turn on the ability to shift to an innovative strategy to secure the sale.

  18. Negative Attitudes We Can Overcome that Attract (4) • Shift from Lots of Talking to Plenty of Listening and Silence • Silence compels the other person to speak, act … and buy! • Shift from Believing a Sale is Too Small to Pursue to Embracing It Fully • A tiny sale can be an opening to a vast opportunity! • The floor laying company that gave attention to the smallest customer and evoked a huge response. • Shift from Believing a Sale is Too Big to Pursue to Embracing It Fully • Recall Larry’s success story.

  19. Negative Attitudes We Can Overcome that Attract (5) • Shift from Aloofness to Being Fully Interested And Engaged in the Customer's Personal Interests, Concerns, Beliefs, Etc. • Shift from Focus on the Sale to What is Best for the Customer. (Sales will come aplenty.) • Shift from Disorderliness to Orderliness. • Shift from Being Fixed to Being Open-minded and Flexible. • Shift from Doubt and Fear to Calm and Self-confidence • Shift from Blaming Others for Problems to Taking Responsibility • Shift away from sarcasmto acceptance and possibility. • Also: Avoid celebrating before the sale is fully won.

  20. Other Sample Negative Attitudes that Block Achievement, Success in Life

  21. Extra Tip: Overcoming a wanting attitude in trying to make a sale to the current client often attracts the sudden closing of, or a new opportunity for a wholly unrelatedone!

  22. A Generally Positive Attitude also Attracts

  23. Examples of a Generally Positive Attitude • Optimistic about Life & Its Outcomes • Has a Cheerful Disposition • Love His/Her Job, Work • Perceives Endless Possibilities • Is Not Deterred by the Negative • Has Goodwill Towards Others • Is Selfless and Self-giving

  24. Truly successful and beloved individuals continually attract through these qualities

  25. Caring About Mark Story • Life Response Power of Goodwill toward Others

  26. Attitude-related Transitions that Attract Great Sales Success: • Overcoming Negative Attitudes • Maintaining a Generally Positive Attitude

  27. Where are You Deficient in Terms of Your Attitudes?

  28. What are You Going to Do About It?

  29. People Who Develop More Positive Attitudes in their Sales Efforts Increase Sales Results 100% or more in 1st Year It often happens through dramatic Life Response events

  30. The Miraculous Phenomenon of Life Responseby Roy Posner Available at Lulu.com

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