It’s All About Attitude

With my Xerox Computer Services reunion coming up next week, I was thinking about a sign in the bullpen when I was a rookie salesperson. "Your Attitude Will Predict Your Results."

I truly took it to heart.

A couple of years later, when I was leading the company in sales, one of my peers told me with resentment, "You are just lucky. I have to work hard for my sales."

I don't believe it was luck. I believe it was staying positive enough to always be prospecting. I was always prospecting because I was always looking to meet people with certain job titles who had one of a few problems I was really good at helping them solve. I love helping people solve problems. It's fun!

My pipeline was always so full I never had to pressure anyone to buy. Life as a salesperson
is much better without the pressure of wondering if you are going to make your number.  I have always talked to strangers. Many of the strangers I talked to in First Class have ended up as clients.

Luck?

I don't think so.

Attitude.