What’s attitude got to do with it?

The consultant’s eyes shone as he said “We now have confirmed business that will take us through the year covering all our costs. Everything is now profit.” Wow! Very nice. But that was only half of it. “The discussions we are having now with clients and prospects are quite different. Knowing we don’t need the business, we can be choosy. And the business comes in even faster!”

Why should that happen? That extra money racing into the business. It always does. If you want the business, but don’t need it, the business flows in. The moment you have an atom of your being that needs it, the clients and prospects spot it. What is it they detect? A flicker in the eye, an awkward movement, a tiny hesitation in the voice? Who knows? But they will see it and often never realise what it was they saw.

So attitude has a direct impact on revenue.  But not in direct proportion. Out of all proportion. It has nothing to do with our fabulous product or service, nothing to do with techniques or behaviour. Attitude can make a huge difference to the bottom line.

Which explains why at Sandler we spend so much time with clients on attitude. How do we get there to that point where we want but do not need, even when the lights are about to go out? Once we are there, how can we stay there when life is determined to shake that? And how can we have a good attitude without being obnoxiously positive? “False Positive” I call it.

And then when we have got the hang of balancing on the tightrope, how do we get all our people up there with us, without a net?

Worth trying though, isn’t it? I mean, if it is going to make the difference between being “OK” and being “amazing”? Want to know how? That will take much longer than this short article…

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