Let’s face it. Some of our attitude about life is linked to our basic personality type. Generally, pessimistic folks see the proverbial glass as half empty, while optimists see the glass overflowing with opportunity. Dawson extends this discussion by talking about the frustration he experiences when a client doesn’t do what he wants them to do. Clients are independent free thinkers and you can’t always control their actions. They’re going to disappoint you by skipping a meeting, not renewing their contract or not signing up for that cool new feature you’ve been pitching to them for the past 2 months.
In these cases, you might feel like the client has complete control and that your only solution is to react. If your first reaction, like Dawson’s, is to respond negatively and act defensive, far more than the current sale could be at stake. Letting your bad attitude surface could cost you the entire account.
To keep that from happening, slow down. Review everything the client has said and look for anything you can turn into a positive. Maybe they said no to the feature you’ve been selling them on. Turn this into a positive by understanding that they might be interested in buying something else from you. If the prospect has told you the price is too high, that means they are interested in what you're selling. That’s a signal that you need to work harder to show them the value in your proposal or to include other features or benefits for the stated price in order to get them to sign on the dotted line.
When you encounter a situation that is guaranteed to stir up your negative attitude, follow Dawson’s advice and ask, “What is positive about this situation and how can I change my attitude accordingly?”