Have you ever stopped and really looked at the people you see at the airport? I travel a lot and get to see all kinds of people; families, singles, young, old, children, professionals, and those who look like they haven’t a care in the world. What I notice is that most people are not only in a hurry, but are in a hurry with a frown on their face. Those who have smiles and a positive look on their face are like beacons in the night. Those are the people I want sitting next to me on the airplane.
What is your face showing to the world., to your customers, and to your fellow employees? I am reminded of Anthony who is the picture of positive mental attitude.
Anthony, a salesperson in the Midwest, was normally number three or four on a large sales staff. His ranking was consistent, not a flash in the pan. I thought nothing of this until I met this master closer and discovered he was legally blind. Imagine the shock of finding out there was a gentleman selling new homes that could only see fuzzy outlines. He had to walk with a stick. Someone had to drive him to work. There was no touring a prospect through the community. He had to rely upon his prowess as a master demonstrator of his models in order to position his product above the competition. During role plays, you would never know he was blind except for his cane and slight uncertainties. Best of all, you wouldn’t know he had a disability due to his positive mental attitude. One time I asked him what made him perform so far above the others. His answer was a classic.
“Mr. Richey, I see my model homes through a different set of eyes. I’ve had to work very hard to learn the floor plans, to know where the furniture is so I wouldn’t look foolish stumbling over it. I had to understand how the home sits on the site. I had to see the colors through the theater of my mind even if I couldn’t see them myself. I don’t believe I’ve used this disability as a crutch in any way. I believe I’ve sold houses through my sheer love of selling and the passion to help people.”
Anthony’s positive mental attitude created opportunities for success that the person with the frown would not have gotten. Check your face today – a frown or a smile?