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Positive Attitude — Enough Already?

By Christine Corelli
The "Sales-Service Excellence" Expert

"It's easy enough to be pleasant, when life flows by like a song. But the person worthwhile is one who will smile, when everything goes dead wrong."
- Ella Wheeler Wilcox

We've all heard enough about positive attitude. If you agree, you can skip reading this issue--but at your own risk. Keep in mind that, according to a Stanford Research Institute study success is 88 percent attitude and 12 percent education. The results should be no surprise to anyone. Maintaining a positive attitude is an important factor in your ability to succeed in life and stay sane through tough times. It's also a topic of great importance to my clients.

When executives and managers engage my services to work with their companies I ask, "What's your most urgent need?" Most will ask me to provide skills and solutions to their problems, help increase their sales, help their people to accept and adapt to change, and teach them how to apply creative thinking for business solutions. They also ask me to address the importance of providing service excellence and establishing customer loyalty. But most important, they say, is to help their people to maintain a positive attitude through this tough economy.

These leaders recognize that now, more than ever, maintaining a positive attitude is critical. The reasons are obvious: Positive people are motivated and productive. They set the tone for those around them. And, they portray a positive image of their company when interacting with their customers and their potential customers. All of these are critical to every organization's success.

Here's another reason they want me to address the importance of maintaining a positive attitude: There are usually a number of people in their companies who need a wake up call regarding current economic conditions and fierce competition. They need to accept and understand that executives and managers in almost every company must make tough decisions so their company can survive--even if their employees don't like their decisions. They also know that if their people do not display a positive attitude, their chances of being able to carry their company into a more successful future will be slim.

Even the most sophisticated business professionals and executives need a boost once in a while-a positive attitude shot in the arm to keep them fired up. The reason is obvious: Today, almost everyone is working longer hours and working harder. Many executives are doing the job of at least one and sometimes two managers who have been terminated. Small business owners are struggling to stay afloat.

For many, the workplace pressure to perform seems endless. Sales have been down for far too long. Budgets have been cut, there is a hiring freeze, and they have experienced downsizing and restructuring. Their stress level is high and their life-balance is low. And, with the economic downturn and unrest in this world, no one knows what's going to happen. These are difficult times to display a positive attitude, aren't they? But that's the reality of today's world and why many leaders need their people to pull together and deliver their best performance.

If you're a sales professional, consider this: a national survey examined why salespeople fail. You would think it would most often be because of high prices or poor quality. But 15 percent of the respondents attributed failure to "poor training," another 15 percent said "poor management" and another 20 percent said "poor communication skills." A full 50 percent, however, said that salespeople fail because of "lack of positive attitude."

If you are in sales, you must recognize that your customers and potential customers need to hear a positive attitude and confidence behind the words to say. If they don't, you'll have a difficult time convincing them to buy.

So, what is positive attitude anyway? Is it simply thinking about positive outcomes? Again, no. That's too simplistic. Open your mind to a different way of thinking about what constitutes positive attitude.

Love What You Do

Positive attitude is not only about choosing to have a good outlook through good times and bad, but also about learning to love what you do. I have observed that outstanding business people are successful because they deeply love their work. The Achievers of this world know that if you can learn to love and be grateful for your job, you'll be more productive, more creative, and more content. Think of most successful people you know, and you may agree that most are passionate about what they do, are rarely affected by negativity, and tend to enjoy their work. I know for certain that the better your attitude the better your work and your life will be for you.

But what if you don't love what you do? What if you own your own company and no longer feel the excitement and enthusiasm you had when you first started out? What if you are a business owner and can't take the pressures of being an entrepreneur? What if you longer find joy in your business? Then maybe it's time to get out. Because when the going gets tough, tough business owners remember that they love what they have chosen to do. And, they use that love to drive themselves to keep moving forward.

What if you have a job you don't love? What can you do if you're bored and feel there's no chance for advancement or opportunity? Those with a positive attitude have the mind-set that if they have a job they don't enjoy, it may be a steppingstone to something greater down the road. As for those positive folks who know they will be retiring soon, they put a smile on their face and do their best. If you have a positive attitude, you will do your best no matter what because of who you are. You'll take what you have right now and make the best of it.

Believe Again!

When I'm asked what breeds professional success I say, "There's no single, mystical, magical secret to success ... but you won't achieve it if you don't believe." Positive attitude is believing in your company, in its products or services, in its people and in yourself. It's also making the customer feel your belief from your words and actions. It means explaining to your subordinates that reorganization in the company is necessary, even when you (as manager) might not personally reap the benefits. It means believing that you'll make that next sale, even though you lost the last two. Without this type of mindset, how can you possibly dream to achieve success in your job role and feel contentment?

You can never have absolute control what occurs in your company and in your personal life. But the attitude with which you choose to greet the day, approach your work, and respond to the people around you is fully within your control. Your attitude about any condition, present or future, is within your power to choose.

Choose to be positive. You'll feel better, make others feel better, and, you'll look younger too!

(c) Copyright 2003 Christine Corelli & Associates, Inc.