By Dr. John A. Passante 
As of late there have been many medical studies, which indicate that happy and positive people have fewer health problems than people who are negative about life. In my opinion, we are what we think! In other words, when we wake up in the morning and think we are going to have a bad day – guess what? We have a bad day!
In today’s automotive aftermarket, we have a certain amount of concerns and yes, fears. When an aftermarket sales professional feels that they will not make their sales goals, chances are they are indeed right.
As human beings we many times look outside ourselves for answers. But you see, the answers lay within each and every one of us.
Einstein said, “When you change the way you look at things, the things you look at change.” That is powerful.
Let’s look at the way we view at business today. Global competition is in fact real. Companies continue to consolidate. Customers expect more today from their manufacturers and distributors. Now reflect on these points for a moment. Do you see any opportunities in these business conditions? I do. Competition makes us all better!
Consolidation provides the ability to serve larger customers. Customer demand gives reason to excel in customer service. We see what we want to see in life! Our attitude drives our behavior.
As we travel the road of professional development and enhance our levels of professionalism, it is important to take a moment to reflect on how we approach our jobs. In my opinion, there is no substitute for approaching each day with a strong sense of purpose and passion! It has been said that our attitudes define us! Each of us are in charge of our attitudes. We all have a free will! So when you approach your daily tasks, what is your choice?
Ponder this: Your attitude sets the tone for the entire day!
Wow! Pretty heavy stuff!
There is no doubt we live in a busy and hectic world. However, there is still plenty of room for joy and fulfillment. It is solely up to each of us to decide before we jump out of bed in the morning. Lay there for a few seconds and talk to yourself. Be thankful for the day and commit to yourself to make the day a positive one! Find ways to assist others throughout the day and smile more. Remember, “each day is a gift.”
Tackle challenges, business issues, etc. with a strong dose of enthusiasm.
Many years ago, I was taught “the power of enthusiasm in selling.”
Below are some of the key principles to consider:
• Enthusiasm is the outward reflection of inner belief. It reflects our belief in ourselves, our company, our product or service. Hence, it gives the prospect confidence in us and what we offer.
• Enthusiasm reflects knowledge. The sales professional who really knows his or her product offering radiates enthusiasm, as naturally as a stove radiates heat. Prospects naturally prefer to do business with sales professionals who know the answers.
• Enthusiasm engenders energy, and the energy is the power that drives the sales professionals to make the calls necessary to make the sale! (Follow-up)
• Enthusiasm is contagious (like the flu)! It enables us to override our fears and strengthens our ability to overcome doubts and fears in the minds of our prospects.
• Enthusiasm displays a sense of self-confidence and professional commitment.
• Enthusiasm sells.
• Enthusiasm builds relationships.
It is the plus-value in the sales personality that makes the difference between a sales professional and a sales person.
Happy, positive and enthusiastic people live longer than negative, pessimistic people. So for health’s sake, put on a sincere, happy face. Walk on the sunny side of the street! To choose one’s attitude in any given circumstance is to choose one’s own way.
Have faith in the future and faith in yourself!
John Passante has more than 30 years of organizational development and senior human resource experience. His expertise is in management development, change management, training, recruiting, administration, executive coaching, succession planning, corporate communications and public relations. He is a motivational speaker who conducts seminars in the U.S. and internationally. Passante previously served as vice president of human resources at CARQUEST; senior vice president at Moog Automotive; and senior director world wide human resources for Delphi Products and Service Solutions. He is an adjunct professor at Northwood University. Currently, Passante is the president and CEO of the Organizational Development Group Inc. His firm specializes in recruiting, coaching, change management and culture enhancement. Passanted attended the University of Toledo, has a masters of business degree from Indiana Northern University and earned doctorate degrees from Pacific Western University and Northwood University. He is a member of the Northwood University Board of Governors. In 1995, Passanted was inducted into the Automotive Aftermarket Hall of Fame and in 1980, he received the University of Toledo Peacemaker Award, an award given annually to outstanding Business Alumni.
