attitude. However, the word attitude is not a singular noun as in sports-speak, but is an aggregate concept that encompasses all types of mind sets, both positive and negative. In this chapter we will answer the following questions about attitude: What is attitude? Why are attitudes important in selling? Can I control and change my attitudes? How can I motivate myself to maintain a positive attitude? What is attitude? An attitude is a point of view, either negative or positive, about an idea, situation, or person. We develop favorable attitudes about those ideas, situations, or people that are associated with positive rewards and benefits and unfavorable attitudes toward those that are associated with penalties or dislikes. An attitude is also an outlook on life or a mind-set about something. An attitude has three components: what you think, what you do, and what you feel. To change your attitudes you can change the way you think, act, or feel. But changing the way you think and act is easier than changing how you feel, because attitudes have a strong emotional component despite being supported by varying degrees of fact. Thus, by correcting misconceptions or adding facts, you can change your attitude and those of others. For example, you can learn to like someone about whom you had a negative first impression by thinking about a positive attribute or characteristic and acting friendly at the next encounter, despite lingering negative feelings. Also, acting and thinking positively helps you begin to change the feelings part of your attitude. Why are attitudes important in selling? Attitudes are important in selling because performance in a job depends on a person’s attitudes and attributes see the definition of attributes further on in this chapter. – Performance in selling is like performance in sports; it is a synchronization of mind, body,
attitude. However, the word attitude is not a singular noun as in sports-speak, but is an aggregate concept that encompasses all types of mind sets, both positive and negative. In this chapter we will answer the following questions about attitude: What is attitude? Why are attitudes important in selling? Can I control and change my attitudes? How can I motivate myself to maintain a positive attitude? What is attitude? An attitude is a point of view, either negative or positive, about an idea, situation, or person. We develop favorable attitudes about those ideas, situations, or people that are associated with positive rewards and benefits and unfavorable attitudes toward those that are associated with penalties or dislikes. An attitude is also an outlook on life or a mind-set about something. An attitude has three components: what you think, what you do, and what you feel. To change your attitudes you can change the way you think, act, or feel. But changing the way you think and act is easier than changing how you feel, because attitudes have a strong emotional component despite being supported by varying degrees of fact. Thus, by correcting misconceptions or adding facts, you can change your attitude and those of others. For example, you can learn to like someone about whom you had a negative first impression by thinking about a positive attribute or characteristic and acting friendly at the next encounter, despite lingering negative feelings. Also, acting and thinking positively helps you begin to change the feelings part of your attitude. Why are attitudes important in selling? Attitudes are important in selling because performance in a job depends on a person’s attitudes and attributes – see the definition of attributes further on in this chapter. Performance in selling is like performance in sports; it is a synchronization of mind, body,
MS_5_Chapter_4_AESKOPPAttitudeGoalsCOMPLETE.docx