Gem #1: Is your attitude getting in the way of your success?

Few people would dispute the importance of your attitude in being successful but how recently have you put your attitude to the test. Here's a question to get you thinking: do I believe in the value of my products or services?

It's one thing to be able to explain to a customer or prospect why your products come at a steeper price, but deep down inside-do you believe it? If not, this is likely affecting your attitude and your sincere ability to position the value of your services with conviction. If you do not have this conviction, this is one situation where you can't "fake it 'til you make it." Consider these ideas to help you develop the right attitude:

• Review customer success stories that demonstrate the value your company delivers. Consider contacting some of these customers for additional testimonials. Ask these customers how they justified the additional cost of your services when less expensive options were available.
  
  
• Offer to lead a project focused on quantifying the value of your services. Successfully completing this exercise will go along way toward boosting your confidence.

Either of these exercises are worthwhile if they can help you become excited about what you do again.

This renewed excitement about what you do will put you in the right frame of mind to sell with conviction. As Zig Ziglar is found of saying: "Your attitude, not your aptitude will determine your altitude."

See more Gems »