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  • Writer's pictureGary Roth

Your Attitude = Your Altitude (with book recommendations)

I absolutely love sales. To me, it is the ultimate form of communication and the ultimate test of both the quality and effectiveness of a product or service. All of the marketing, advertising, and research & development all comes down to the most important point of the entire process: the sale to a client or customer. It is truly the most crucial phase of the life of your business!

Good companies understand this and that's why they invest so many resources into their sales team. Knowing the importance of sales, great organizations know that their people must be dynamic and outgoing professionals that know how to get the job done. In today's article we are going to talk about the importance of a great attitude and how that will impact the sales in your business. Hopefully you will conclude that salesperson mindset is a worthwhile investment regardless of the size of your company.


Think about all the things that go wrong throughout the course of your day. The alarm clock goes off, it's bad weather outside, and you forgot to dress properly. Maybe you spilled your coffee on your clothing or maybe the kids are going nuts. Maybe you get to work and the client didn't show up, the power went out, or your laptop decided to go on the fritz.

All of these terrible things happen and now you are swimming in an ocean of doom and gloom. Out of nowhere, your cup suddenly feels half empty, you can't seem to find the silver lining behind this dark cloud, and disruptive emotions are beginning to drive every single aspect of your behavior. In other words, you are definitely up a creek without a paddle!

You start to feel your lack of patience, you feel your blood pressure rise, and you might even be on the brink of physical violence to those around your office. The last thing that you can think about is selling anything, other than selling your boss on a reason why you need to go back home and go to bed. Seem about right?


Sales professionals know the value of a positive, winning mindset. They know just how important it is to be in a good mood when approaching a sales meeting, call, or interview. Some have even called attitude the "X-factor" in the sales world. It is no secret, your attitude has a direct result on the outcome of any sales interaction.

Emotions and attitudes are highly contagious. When you know this, the importance of attitude becomes absolutely vital to your success as a salesperson or anyone who operates within a team setting. Knowing that your attitude is contagious means that you must always have a high level of self awareness with a specific focus on your mood.

Great salespeople are resilient. They have the ability to bounce back and weather the storm that may be going on outside of the workplace. Amazing sales professionals have the ability to turn it on when they need to turn it on. They have high levels of emotional regulation and they can continue to operate at a high level even in the midst of adversity. In other words, they are strong and have the ability to be successful at all times!


Fortunately for all of us, a winning attitude can be built. A winning attitude is no accident, and even the best among us are constantly working on themselves to become even better. A low performer might be simply trying to master the basics again, whereas the champion is constantly looking for any place he or she can improve even by a little bit. It's the desire for improvement that truly sets apart the successful from the unsuccessful.

If you want to be a great salesperson (or anything else) you must invest in yourself. If you want to have a great sales team, you must invest in them. All areas of your existence must be exercised. This includes your physical body, your mind, and your spirit. You must be physically healthy, you must learn new things, and you must do things to address any matters of the heart that you may be experiencing. Many professionals find that a performance coach can make a real difference, and we certainly know a thing or two about that!

Make sure and pay attention to your inner voice. If you fail to do that, you're likely going to ignore a small problem that could become a massive problem down the road. For example, if you feel a little bit of distance in your marriage or relationship, go ahead and address that right now so that it doesn't become a divorce or break up down the road. When you pay attention to your inner voice you were going to notice the minute details that are big signals for potential problems in the near future.

The most amazing salespeople are constantly filtering what goes into their mind and their bodies. They do not associate with negative people. They do not entertain negative thoughts. They are constantly seeking the next level and they are constantly surrounding themselves with other successful professionals. It has been said that you are the sum of your friendships and this is a fact! Make intentional choices for all areas of your life.


In closing, I want you to know just how important it is to maintain a winning attitude. There is no better way to assess your ability than by taking a hard look at your attitude. It has also been said that your attitude will equal your altitude. You will only go as high as your mind will allow so always think big and always keep yourself in a positive frame of mind. Once you do this, you will start to see some pretty amazing changes in your life and, possibly more importantly, your paycheck.

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Hi, I'm Gary, the author here and founder of Blue Collar Consulting Group. I really enjoy writing about performance, motivation, and leadership. Most of my experience comes from over two decades in the Army and Army Reserve, although I had two very lucrative civilian careers as well. In other words, I think I have good experience in both the military and in the civilian markets! Your interaction is priceless to me, and I would like to invite you to connect via social media. You can find me on Twitter, Instagram, Facebook, and LinkedIn. Hope to see you and connect with you there!



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