Adjust Your Attitude | Travel Research Online


Adjust Your Attitude

It took me more years than I’d like to admit, but I eventually came to the realization that your body follows your head. Said another way, your success is in your mind. As you thinketh, you becometh. Don’t quote those last five words—I believe I might have exercised a little poetic license with the spelling. The meaning is right on the money. Get Your Thinking Straight.

I have always been fascinated by the “placebo effect.” This is where 100 patients are given a white pill to cure a medical problem. Fifty of those patients receive legitimate medication, while the other fifty receive nothing more than a sugar pill (the “placebo.”) Yet, a significant percentage of the placebo group (often more than half) will show symptoms of relief… or even become cured.



This proves, beyond a shadow of a doubt, the staggering importance of the mind and one’s personal attitude. If a positive attitude can cure a medical problem without any medicine, just think what can it do for a “sales” problem?

So let’s address two of the more common problems relating to attitudes found among most salespeople today… attitudes which can have unintended, destructive consequences on your sales effort and client relationships.

I do not like to dwell on negatives, but sometimes this is necessary to drive home the point. This often comes with the territory when pointing out problems. Remember, I am trying to deal constructively with mental processes, which may need some adjustment and realignment for the sake of a sales career. I am not judging people.


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Avoid The Bummers. Have you noticed that some people walk around day-in and day-out looking as if they have just lost their best friend? These people seem to communicate to the world that life is, was, and always will be an unfair experience. Daily existence appears to be a total drag to them, and life offers nothing for their “showing up.” If you happen to know one or two of these people (I’m betting that you do), let me suggest that you avoid trying to “fix” anyone trying to engage in a continuous exercise of self-pity. This is just how they choose to roll. Let them do so. Don’t think for a minute your job is to get them singing from the right side of the page. Your job is to get your thinking straight, in gear, and firmly positioned for greater things to come. Let’s agree on this important positioning statement. We must, at all costs, stay away from negative influences.

Next, we must endorse the truism that the body follows the head. Get your brain cells thinking about the possibilities and all the good that can result from your contributions. Your actions will follow accordingly. I’m reminded of a three-word mantra: THINK – DO – ENJOY.

Message: It is important to internalize the fact that your mind will want to quit before it is necessary. This was a key lesson I learned while training for the Ironman Triathlon back in 1997. If allowed, your brain will default back to taking the easy way out. Train your mind first and the rest will follow accordingly. It is easy for me to say, but you need to start believing that you are on the verge of unparalleled success. This will not come by accident. Wishing, praying, and hoping might be pleasant sounding words in a song but, in business today, if you want good things to happen, you will have to make them happen.

And, if I am reading you correctly, that is exactly what you are about to do.


NOTE: My interview with Royal Caribbean’s Vicki Freed is now up and loaded at Mike’d Up Marchev.


A headshot of the author, Mike Marchev

Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club. Send for details.

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