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Attitudes of Top Achievers

To assist you in responding to the daily challenges of professional selling, lets now examine the key attitudinal characteristics-the five pillars of success-practiced by top achievers. A positive attitude is a prerequisite to applying knowledge. This section will not change things for you, but it introduces you to the person who can.

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Attitude #1: Just Did It! Thought into Action

Top achievers understand that life offers choice; you can be an observer throughout your life or you can choose to be a participant. You can choose to live life or choose to merely exist. The choice you make determines whether you live with results or excuses. No one becomes successful by watching someone else perform, although lots of people try.

Many people appreciate the Nike slogan, Just Do It. It suggests taking action. To me, it smacks of procrastination. Just Do It. Yes, but when? Well, soon, someday. Although it can be a good start, Just Do It relates more to intentions than to actions. The reality is that too often we judge ourselves by our intentions, whereas others tend to judge us by our actions. The challenge we face as adults is not a deficiency of intentions but a deficiency of action. Intentions are easy. We have lots of them. Sadly, intentions are little more than self-serving feelings of accomplishment. Taking action is the hard part. If we did everything we intended to do we would experience boundless success. Successful people embrace the Just Did It! philosophy. They take their thoughts and ideas to the next dimension: action.

People tend to procrastinate. In fact, it is how many of us start our day. We usually swat the snooze button two or three times before we finally drag ourselves out of bed and into work. Adopting the principles throughout the Sequential Model will encourage you to get out of bed because you want to, not because you have a lumpy mattress. The next time you purchase an alarm clock, ask for one without the procrastination option.

Another handicap we face as adults is that we tend to look for the easy way, the path of least resistance. Procrastination becomes our worst enemy, a kind of virus. A dose of positive attitude is the antidote. Life offers another choice; we can choose to experience the pain of discipline or the pain of regret. The pain of regret is costly and lasts a lifetime, whereas the discomfort of discipline is rewarding and enhances your life. Unfortunately, pain of regret prevails. I shared this theory with my youngest son, Michael. He thought the concept was pretty cool and has since embraced it himself. The discomfort of discipline continues to enrich his life. At 17 years of age, he began taking lessons for his pilots license. Six months later, I witnessed his first solo flight. A very proud moment indeed. He is always reminding me to exercise the discomfort of discipline.

My eldest son, Stephen, was equally impressed with the Just Did It! attitude. Stephen completed the required training to become a member of the Canadian Ski Patrol System. Focusing on his goal, he persevered through two months of first-aid training, passed his ski tests, and became a fully qualified mountain patroller. At age 18, he became the youngest member of the Canadian Ski Patrol System in Alberta. Quite an accomplishment for a teenager. Another proud moment for Dad.

We dont need to look very far to see how society has validated the impact of the Just Did It! attitude. Consider Bill Gates. In 1975, he was working in his basement pursuing his love of computers. His mother said it was always a hassle getting him to come up for dinner. At one point, his motivation was probably financial, but not anymore. What keeps him motivated is the love of his work. My father once told me that the true measurement of your love of the job is that you would do it for free. Initially I thought he was nuts but now I couldnt agree more.

Every business today, large or small, was at one point a Just Do It idea with an action plan that came to fruition. The company you work at now is the result of someone exercising the Just Did It! attitude. In fact, over 50% of the places where we do business didnt exist five years ago. What about the individuals who thought of Trivial Pursuit and Pet Rock, to name a couple? Im sure they are now basking on a beach while we toil away.

Here are a few suggestions to encourage the Just Did It! attitude. Buy yourself a thought into action tool. Whats that, you ask? A handheld tape recorder (a microcassette)-an excellent tool to have available while you are driving or at home. You think continuously-great ideas or thoughts can pop into your mind anytime, usually when you are driving or caught in traffic. The recorder is very handy and provides the convenience to capture your ideas. My own recorder has proved invaluable. It has been a constant companion to me, especially during the two years I took to write this book. You will find it pays for itself in no time. However, I caution you, be careful where you leave it. My significant other and I were recently on a weekend ski trip. On Saturday morning she had a bit of a smirk on her face. With a degree of hesitation, I inquired as to the look. She told me I had been snoring. As on previous

occasions I proclaimed my innocence by insisting, Yeah, but I dont snore. She just grinned and said, You know that annoying little tape recorder youre married to? With great delight she proceeded to play back several minutes of me sounding like a buzz-saw. Busted!

The other Just Did It! tactic I use comes courtesy of my father. He would occasionally switch his watch to his other wrist. After noticing this on several occasions, I finally asked him what the heck he was doing. He told me that because it feels so awkward on the other wrist, it was a great way to remind himself to do something. Go ahead, switch your watch, or even a ring. It does feel awkward. Next time you get an idea or think of a must-do item, switch your watch or ring. (Tying string on your finger would look silly.) You can switch it back only after you have taken action on your idea. It works for me.