Keep your face to the sunshine and you cannot see a shadow. -Helen Keller
So much of one's successes in life have to do with outlook. If you go in to a meeting with a client and carry with you negative thoughts, or worries, you are far less likely to be successful in your objectives.
When I was a brand new salesman I had a mentor named Jerry Hampton. Jerry was as old-school as they come. In fact, I'm pretty sure that he was a contemporary of Dicky Fox and well, that's alright with me. Jerry used to tell us to "check your baggage at the door." -What he meant was that any negativity in your life, anything getting you down was NOT TO EVER be brought with you in to a sales call.
In fact, you need to check the negative baggage and adopt some positive passion. People buy from people that are passionate about the solutions they are presenting. It's hard to be passionate about anything if you have negativity in you.
"Check it at the door."
Tonight I was at a wedding (it was a blast!) and I was one of the only people at our table that wasn't an M.D. I asked the doctors at the table about how they are trained to handle when someone "codes," and is in the last throws of life? A guy named Kevin, a cardiologist, told me that they are told to use chest compressions to try and resuscitate the patient. He said that they are trained to do so at a certain tempo. In order to remember the tempo they are trained to use a song as a bench mark. There are two songs that are commonly used as the beats-per-minute guideline for resuscitating a patient:
1. Staying Alive by the Bee Gees
2. Another One Bites The Dust by Queen.
Which song would you choose? Which do you think has a greater success rate?
When you go in to a sales call, check your baggage at the door and if you have a song in your head... make sure its, "Staying Alive."