Without a doubt the single most important ingredient in the success of your goals is your attitude. I’ve said it many times before…attitude is the main key to success in any endeavor. Denis Waitley says "Your attitude is either the lock on or the key to your door of success." The choice is yours. Some people’s attitudes prevent them from succeeding and other’s attitudes propel them to success. Which attitude do you have?

Zig Ziglar says, "We all need a daily check up from the neck up to avoid stinkin’ thinkin’ which ultimately leads to a hardening of the attitudes." How do you do that? I talk about that on my brand new DVD. It’s a combination of several things that you do on a daily basis – the check up that Zig is talking about – that includes reading, listening and learning. The hard part is building the habit to do it. And I’m sure you’ve heard that habits take 21 days to make. I submit to you that it takes longer because no one does anything for 21 days straight. So it’s more like 30-45 days or more. And even still, old habits die hard so you’ve got to stay on top of the new habit to make sure it happens.

Through this whole process of goal setting that I’ve been talking about over the past couple of weeks it’s important to make sure that you have the right attitude, the right mind set. It’s a decision but it also has to be backed up by action. One of my mentors says that the secret to success lies in what you do daily. It’s your daily commitment to change that will make the difference.

One of the best ways to start is by following something Gandhi once said: "Be the change you would like to see." Instead of complaining all the time – and we sales professionals love to complain – become the change you want to see happen. If you wish people would do more things for you at the office while you’re on the road instead of screwing up all your transactions, then you start doing more things for them and take the higher road first. YOU take the first steps.

When you’re in sales, you’re not only building relationships with your customers, you’re building relationships with your support staff and that may be more important. Do you know that your support staff can make you or break you? It’s true. I worked at one company where we were told to ask ourselves, "Who is your customer." Really contemplate that. Your customer is anyone and everyone that you interact with on a daily basis whether or not they buy something from you. When you get that attitude, things will start happening. The best salespeople I’ve worked with had great relationships outside the office as well as inside the office. If you don’t have those kind of relationships on all fronts, that’s where I challenge you to start.

I know you can do it and I definitely believe in you!