Fine-Tune your ATTITUDE

Fine-Tune your Attitude

BUILD TRUSTUNDERSTAND

LEAD

©2016 Lakin Associates

Top sellers in every industry are motivated

by the same thing:

FEAR

Winner’s Mantra:“I fear failing; therefore

I will not fail.”

Non-winner’s Mantra:“I fear failing; therefore

I will not try.”

The biggest obstacle to your success is your own

attitude.

The brain “listens” to what you say to yourself and

guides your perceptions.

I must NOT hit that tree!

WHAT HAPPENS

NEXT?

“I can’t do it.”

“That seems like a big waste of time.”

“I guess I can try.”

“I’m not ready for this.”

If you think youCAN or CAN NOT do something…

…You are right.

If you want to cold call,you will do well.

If you do not want to cold call,don’t bother.

Your inner language can

change your outcomes.

You always have choices.

You always have choices

about...

Your experience of the world

How you react to others

Your future AND your past

Which “belief” choice do YOU make?

LIMITING

I can’tNothing I can doOur price is too highCompetition is toughCustomer doesn’t

have any money

EMPOWERING

I canThere are optionsOur value is greatWe are differentI can help customer want to buy

DANGEROUS WORDS

I can’tI’ll try

OK, but…I shouldI must

I have toI alwaysI never

Discover yourLimiting Beliefs

Reframe your Beliefs

Energize Yourself with

Goals

Discover your Limiting Beliefs

Your Limiting Beliefs are often hidden from your awareness.

But there are clues.

Distractions

Procrastination

Excuses

Intellectualizing

Key phrases are also hints of Limiting Beliefs:

I can’tI shouldn’tI mustn’tI won’t

It’s impossible

Say each aloud and notice the difference in how you feel:

I can’t get to himI can get to him

I won’t be able to finishI will be able to finish

It’s impossibleIt can be done

We all talk to ourselves.

He’s going to say ‘no’.

We all talk to ourselves.

I must get this sale or I’m

dead.

“I’m just a technical guy, not a negotiator.”

“Salesmen are hustlers. I don’t want to be seen like that.”

“It will hurt my relationship with the customer if I argue about

price.”

“I might still make this sale if I don’t bring up price.”

Exercise: Write down your last TEN customer contacts.

What did you say to yourself before each contact? After?

Then: Evaluate those contacts. How did they go? What contributed to that outcome?

Is there a trend?

There are usually three sources of “limiting beliefs”.

There are usually three sources of “limiting beliefs”.

Symptoms of a Limiting Belief

EXERCISE:

On a piece of paper, write as quickly as you can as MANY answers as you can to this question:

“My sales are not as good as I would like them to be because…”

Challenges of changing Limiting Beliefs

Identifying the Belief

Engineering a better “empowering” message

Example of “benefits” from Limiting Beliefs

Overcoming Self-Limiting Beliefs

Be kind to yourselfYour Limiting Beliefs are NOT

facts (they are habits)You can reframe them

Freeing yourself from your Limiting Beliefs gives you

CHOICES andFLEXIBILITY

(And the person with the most flexibility wins!)

Expand your flexibility by expanding your

perspective

Perspective Expansion Exercise

Good/Bad Right/Wrong Better/Worse

“Our prices are

___ , because..”“Our service is ___

, because..”

Reframe your Limiting Beliefs

Reframe the Limiting Belief



You MUST read your new statements ALOUD every

day.

Confront the “voice”

1. Visualize it. (Who is it?)2. Make it louder. (Discover your

control over the voice!)3. Allow yourself to feel

uncomfortable.4. Then say aloud, “no”.5. State the new belief.

Check your commitment

Are you fully committed?

Learn to be Optimistic

Optimism is confidence that you can solve a problem and

adversity is outside you, not you.

An optimistic person knows…

…The problem is outside me

…the problem is limited to this specific situation

…the problem is short term and can be overcome

Problem: “How can I get this sale?” (Use all of your ‘hats’)

CREATIVE

PRAGMATIC

CRITICAL

Daily 4-Step Check to Fine-Tune your Attitude

Energize Yourself with Goals

What is a good goal for you? WANT DON’T WANT

HAVE

DON’T HAVE

Source of

Comfort

Source of Distractio

n

“Away-from” Goals

“Towards” goals

Napoleon Hill’s Goal Process

1. Fix in your mind exactly what you want.2. Define what you will give in return.3. Define what you are willing to give up.4. Set a definite date to hit your target.5. Create a plan and begin at once!6. Write it (them) down and read twice a day:

at bedtime and when arising in the morning.

Fix in your mind exactly what you want.

Define what you will give in return.

Define what you are willing to give up.

Evaluate your goal

What will you see, hear, feel when you achieve this goal?

What will you see, hear, feel if you decide not to pursue this goal?

What will you not see, hear, feel when you achieve this goal?

What will you not see, hear, feel if you decide not to pursue this goal?

Set a definite date to hit your target

Create a plan and

begin at once

Write it (them) down and read twice a day: at

bedtime and when arising in the morning.

Goal Checklist

How does your goal fit with your values and beliefs?

How does it fit with those who are important to you?

Who can help you with the resources you need?

What is your next action step?

Model excellence…the greatest resource available.

If one person can do something, anyone can learn to do it…even you.

Is it so easy?

“I have not failed. I’ve just found 10,000 ways that won’t work.”

Thomas Edison

Fear does not just disappear.

When fear arises…

1. Breathe2. Thank it for confirming you care

about what you are doing3. State aloud your empowering

beliefs4. Remind yourself of your goal5. Act. (Stop thinking and move on)

Remember what you value. That is all that is important. The rest is

just distraction.

When you sell, focus on doing the right thing for the customer. When you do that,

your limiting beliefs will have less power.

BUILD TRUSTUNDERSTAND

LEAD

A few last thoughts…

Anything worth doing is worth doing _______*

*poorly….how else will you ever learn?

There is no failure……only feedback

If you don’t want to do something, one excuse is as

good as another.

If something isn’t working, try something else.

SUMMARYThe biggest obstacle to your success is your own attitude.

What you feel and say to yourself is how the customer will see you.

Reframe your Limiting Beliefs and energize yourself with goals.