Attitude Adjustment: Part Six | TravelResearchOnline


Attitude Adjustment: Part Six

Don’t Focus On Negatives

It’s only human to focus on negatives. Heaven knows there are enough negative things going on in this world to provide plenty of opportunities to succumb to the Dark Side. There isn’t much you can do to change this fact or influence other people’s behavior. You can, however, decide to change your response to the world’s stimuli. You absolutely do not have to follow the pack and become a negative person. Being positive is an option.

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It confuses me when people decide to re-orient their lives toward the positive immediately after a catastrophe throws their lives into a ball of unfortunate turmoil. The death of a loved one has a tendency to affect people’s thinking. Disease has straightened people out. Fires, even tornadoes have had meaningful impact.

Let me save you some time, money and hurt. Straighten yourself out. Don’t wait for nature to serve as a catalyst. Begin to see the positive side of things on your own and the benefits of feeling positive versus negative.

The situation surrounding a quote from Barry Diller (QVC Chairman) is an excellent example of the way I want you to begin to see things as a professional salesperson. Mr. Diller learned that his bid to take over Paramount Pictures fell short. This billion-dollar bonanza fell as flat as Wiley Coyote after the Road Runner runs him down with a steamroller. If there ever was a good reason to become “negged-out,” this failure would qualify as Numero Uno. But when asked how he felt upon learning of this failure, Diller very casually responded, “They won. We lost. Who’s next?”

What a great way of looking at “the game.” When approaching any business opportunity, the professional knows that a number of things can spoil the sale. In fact, in the majority of cases, the sale does not materialize for one reason or another. This isn’t negative thinking. It is a fact. True professionals refuse to spend much time focusing on bad news. There isn’t enough time in the day and there is too much to accomplish.

“Who’s next?” should be your only response. If you insist on feeling bad after a disappointment, that is understandable; just don’t get used to feeling sorry for yourself. Take a few minutes to shed a tear or punch a wall (depending on your personality type), then get back to business. You have work to do.


Mike Marchev has been sharing his views with travel industry professionals since 1982. His popular sales book, “Become The Exception” is in its 3rd printing. Be sure to ask about his Sales & Marketing Online Club.

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